sales

  1. Chris Vitale

    What I’ve learned as a vendor: About Customers (dealers’ customers – part 3)

    Buyers are liars – it’s a saying we’ve all heard and used on the dealer level. We’ve also had conversations asking if we’ve turned the customers into liars. So, it poses the question – based on the games some dealers have played these last two years – are we turning the customers against the...
  2. Chris Vitale

    What I’ve learned as a vendor: About Dealer GM’s (Part Two)

    A dealer is only as good as its GM. A bad GM can wreak havoc on your dealership's success. In the last two years, it’s been a wild ride. And for some GM’s a wild joy ride of selling over sticker, forgoing training, and worse - falling back into bad habits. Habits like not following up with...
  3. Chris Vitale

    What I’ve Learned as a Vendor About Vendors

    Have you ever experienced a relationship with a vendor that went south because they failed to deliver on their word? Where they spend more time peddling excuses than making things right? I just recently went through a vendor break-up. Asking myself, why do we allow bad vendors to continuously...
  4. Holly_phoneninjas

    Ninjas Why You Should Outsource BDC

    Why You Should Outsource Your BDC I recently read an article that referenced Mike Johnson, owner, and president of Antelope Valley Ford and Shuttle Lincoln Mercury in California. He likes to tell people he invented the BDC 20 years ago. He tells the story of a young woman that called to sell...
  5. Auto_NC

    Used Market Softening?

    Has anyone else seen a dip in sales, lead volume, and close rate on their used inventory? We saw a dip in January, things picked up slightly in February, but again, March dipped back down to similar levels we saw in January. Hard to pin point the root cause (market, gas prices, Russia/Ukraine...
  6. Chris Vitale

    7 Good Reasons Your Salespeople Need Coaching

    There are actually over 50 reasons why your Salespeople need coaching. They may not know it; but you do. Their managers know it. Their customers feel it. Even if your customers don’t know what Coaching is, they know how they feel during and after an encounter with an un-coached Salesperson...
  7. Chris Vitale

    Phone Coaching vs. Sports Coaching…. What’s the difference?

    “EXCELLENCE IS THE GRADUAL RESULT OF ALWAYS STRIVING TO DO BETTER.” - Pat Riley, President of the Miami Heat There are obvious differences, of course, and yet many clear similarities, between a sports coach and a phone/sales coach. Sometimes, this analogy can be useful in understanding how...
  8. R

    How do you collect emails in bulk?

    How do you collect emails of employees in target positions in bulk? I've used apps and extensions like Email Hunter and similar, but they take a lot of time for each potential lead. I also found a company providing customized B2B email lists Gethrough Custom Mailing Lists Seems good but would...
  9. shaughnessy2323

    If you lost your wallet but then found it, would you keep looking?

    Some of you may remember using the above as a close back in the day. “Well Mr. Customer, you said this is the exact car you want, the trade value is also what you wanted, and the payment fits your budget. What is there to go home and think about or what are you going to keep looking for?” I...
  10. Chris Vitale

    We Are What We Repeatedly Do

    You'd be living under a rock if you hadn't noticed that dealers cannot keep enough inventory on their lots right now. Heck, cars are selling before they've even arrived! Not to mention, because of the short supply, dealers are actually making profits on the frontend again (it’s glorious!)...
  11. Chris Vitale

    What’s a “chip shortage?”

    CLICK HERE - The negatively impacted makes and models from the chip shortage! Thoughts?
  12. AlphaLead

    What is rejection and how can you deal with it?

    Rejection happens. Don’t take it personally. It’s more important to concentrate on how to make the dealership experience more appealing. Focus on exceptional customer service. You should be confident, but not arrogant – it can scare your clients away. Over 60% of people choose the dealership...
  13. Alivia Heath

    Alerts in the Background….

    My question to you is, why are we alerting dealerships to everything that their salespeople are doing wrong if they don’t know what to do to fix it!? You know, those text and email notifications you get from your call tracking provider. The ones that tell you that your newest salesperson hasn’t...
  14. Alivia Heath

    Are You Just Making Excuses?

    Are You Just Making Excuses? Having been in the car business for nine years now on the vendor side, I have seen it ALL without even having to step foot into a dealership. But when I do happen to mosey on into the showroom (if I can make it in without someone basically greeting me in my...
  15. Chris Vitale

    Floor traffic sales ratio question....

    Working to confirm something and hoping for some insight from the community: Does anyone have their sold ratio for appointments that show up in person vs. those individuals which do not have an appointment but they still show up in person and buy? With most dealers in my market not picking up...
  16. Chris Vitale

    Save the TED Talk....

    Have you ever given a live TED talk to your Sales Consultant or BD Agent while they're on the phone – telling them how to respond to the lead? Things like "you want to give the customer a reason to call us back" or "tell them we'll give them more on their trade" and even something to the effect...
  17. Chris Vitale

    How Many Are We Going To Let Quit?

    We’ve all been the new guy on the block. A few days of "training," also known as shadowing that "sales guy over there," or "watching" the manager will do it, yes? Not so much. It's no secret that sales consultants have one of the highest turnover rates in the auto industry. Some not even lasting...
  18. Chris Vitale

    Why is Training Like a Gym Membership

    Ugh, the "gym membership…." Half the battle is making the conscious decision to get that gym membership. But make no mistake, just because we have a gym membership doesn't mean we use it. Well, the same can be said for training. While you do have training in place for your Managers, Consultants...
  19. Whitney Williams

    Are accessory sales alive and well during a global pandemic?

    Did car buyers stop accessorizing their vehicles during the pandemic? It seems like the vehicle personalization industry is largely unphased by 2020, but I wonder what the frontline people say? Are you still selling accessories online and to your in-person clients (if you can communicate well...
  20. Chris Vitale

    Fix The Root Cause - "We aren't closing enough leads"

    "We aren't closing enough leads,” said the GM, “so let's add another $5k in advertising! That will do the trick." Sure, spending more will produce more leads, maybe. And sure, you might close more as a result, maybe. But why aren't we talking about the root cause of not having a good closing...
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