Service Providers
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Don’t talk your customers out of buying
If your salespeople are having trouble turning shoppers into buyers, find out if the salespeople are talking customers out of…
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Follow-up, a necessary step to success
Even today, with increased industry focus on sales process and the technology tools to support it, this basic but critical…
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Does your facility really make any difference to sales success?
The best sales team selling out of a tent will run rings around an unskilled sales team at a beautiful…
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Customer touches are critical
Scenario - The call center discovers a service customer that is totally unhappy with his experience at a certain dealership.
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Does your sales team sell, or are they ‘museum curators’?
Our company applies the term, ‘museum curator’ to describe salespeople who are friendly and knowledgeable and will happily answer any…
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Enhancing customer service in F&I
As gas prices continue to rise, we all prepare for what we hope will be a better sales year. Your…
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Internet business is no longer incremental business
In the auto industry, we recently learned that industry-wide 36 percent of customer inquiries over the Internet remain unanswered after…
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How to get your customers to say, ‘I’ll take it’
How do some experienced salespeople make selling motorcycles seem so easy? The simple answer is that they have mastered three…
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Increase the odds of honesty for service department feedback
If you want honest feedback, you have to put a process into place to get honest feedback.
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Create a new revenue stream in time for spring
In visiting with many dealerships over the past several months, I’ve interrupted my fair share of card games, ”Just killing…
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How to avoid, ‘No thanks, I’m just looking’
Salesperson asks, “Can I help you?” Shopper answers, “No thanks, I’m just looking.” Ten minutes later the shopper walks out…
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Will you surrender to ‘creative destruction?’
In business, the term “creative destruction” applies to successful new ventures rising out of the ashes of other failed businesses.…
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Guiding the customer while they’re in research mode
Are you fully utilizing the online tools available to you for selling inventory? Ninety-four percent of consumers will conduct research…
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Internet inquiries: Respond by e-mail or telephone?
More than 80 percent of today’s motorcycle shoppers visit a Web site before visiting a dealership, so we shouldn’t be…
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Building your website traffic through search engines
The majority of a website’s search engine traffic comes from Google, Yahoo or Bing. Have you checked recently to see…
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Converting inactive customers into floor traffic
A dealership recently changes owners. The new owner hires a call center to contact every person in the system that…
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