Archive | Sales

Building Overall Value with Price-focused Customers

Building Overall Value with Price-focused Customers

Question: “I sell more ‘full-pop’ deals than any other salesperson here. But how do I handle it when a customer is loaded with money and buying seems to be a ‘game’ to grind us until there’s no profit left? This type of person seems to care less if I feed my family or pay my … Read More »

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Ask Joe

Ask Joe

“You say we should investigate, but if I go to ‘Best Buy’ to look for TVs and ask for a 60” LED-LCD HDTV by Sony, they don’t need to investigate, they just need to show me the TV that I asked for. Am I missing something here?” I completely understand your question. People walk on the lot and … Read More »

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No Demo, No Sale

No Demo, No Sale

“I understand how important doing a good demonstration of the vehicle is, but everybody is different, so how do I know what to do each time?” That’s a great question because when you mix quantity (how many demonstrations you give), with quality (a great demonstration for each individual customer) – that’s when you really improve … Read More »

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Improving Dealership Growth Means Increasing ‘Good’ Gross

Improving Dealership Growth Means Increasing ‘Good’ Gross

“We’ve recovered and we’re making money again. How can we increase our unit sales without dropping our average gross per unit?” This question brings up a few key points that we need to discuss before I can actually answer the question. When you look back at the last 20 or 30 years in this business, … Read More »

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Retaining Customers Starts with Retaining Good Salespeople

Retaining Customers Starts with Retaining Good Salespeople

In this market, more dealerships are beginning to realize the value of building a customer base. When the economy went south, dealers started looking harder at expenses and realized the real cost benefits and additional profits from working within their existing customer and prospect base instead of trying to ‘buy’ more people on the lot … Read More »

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Repeat Customers Increase Close Rates, Decrease Dealer Expenses

Repeat Customers Increase Close Rates, Decrease Dealer Expenses

Wouldn’t it be great to have a solid previous customer base about now? Wouldn’t it be great if all of those customers you’ve sold to in the past who are ready to trade today would come back in to see you? Your lot would be filled with traffic, and the best part, repeat customer traffic … Read More »

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