by jfriday | Dec 5, 2018 | Automotive, Boat, Building Rapport, Closing, Communication, Desking The Deal, Follow Up, Management Training, RV
The T.O. strategy has been around for quite some time, yet at some dealerships it’s not an “all the time” thing. Some salespeople view it as a friction point with management. Some handle it very well. They are grateful for the...
by jfriday | Aug 23, 2018 | Automotive, Building Rapport, Communication, Customer Retention, Customer Service, Follow Up, People, Prospecting, Referrals, Sales, Sales Management, Texting
Dealer and Manager, do you feel frustrated by costly expenses needed to get customers through the door? Salespeople who build something really significant, by flexing their own marketing arm, understand the importance of personalization. Many dealers have a few sales...
by jfriday | Sep 26, 2016 | Automotive, Building Rapport, Communication, Customer Retention, Customer Service, Follow Up, Handling Objections, Sales Strategies, Service Advisors / Service Writers, Service Training
Therefore, when you make a recommendation that a client declines, then you have an obligation to follow-up on those declined services. Wait, who wants to follow-up on declined services? I don’t have time and they’ve already said no once, so, what, you want...
by jfriday | Sep 8, 2016 | Building Rapport, Closing, Communication, Customer Retention, Customer Service, Follow Up, Sales, Sales Strategies
Our dealership motto: 100% of the customers will receive 100% of what we have to offer 100% of the time Fact: When all of your variable staff embraces and lives out this strategy every day, well, there is just “no stopping that freight train”. In fact,...
by jfriday | Jul 13, 2016 | Closing, Communication, Customer Retention, Customer Service, Follow Up, Sales Strategies, Service Advisors / Service Writers, Service Training
SET THE EXPECTATION. BE THE CUSTOMER’S ADVOCATE. ASSUME THE APPOINTMENT. Do you enjoy going to the dentist twice a year? I mean, other than possibly the nitrous, do you enjoy the probing, poking, scraping, stabbing, etc., with a very sharp and pointy set...
by jfriday | Mar 4, 2016 | Automotive, Communication, Emails, Follow Up, Goal Setting, Phones, Prospecting, Sales, Sales Training, Texting, Trade-Ins
” How to handle trade-in appraisal requests via phone or email Sales teams are finding themselves at a considerable disadvantage when being asked to provide trade-in offers on the phone and through email. We all know it is best to have the customer in front of...
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