Sales and F&I
Topics and ideas for improving the car buying experience for customers online, in-store, or both.
Accessory Myth: “Pre-loading is enough for us.”
Our fifth and final accessory myth is a major deterrent when it comes to setting up an accessory department… “I don’t need to sell accessories; we…
“…But your website says you still have the car?”
According to NADA Data, dealerships spend an average of $321,001 annually on internet advertising. With that price tag, how often are you spending money on…
4 Key Elements to Making Your Sales Team Mobile
Smartphones have become an essential part of modern life. A recent Google study reports that 87% of users always have their smartphone at their side. While…
Accessory Myth: “Accessory sales will take away from F&I…
The third accessory myth in our series that I hear is, “adding accessories into the vehicle sales process will take away from F&I.” These dealers believe…
New Hire Success Starts With 8 Simple Sales Steps
According to NADA’s 2015 Workforce Study, 50% of new hires will leave the dealership after just three months. For sales, the annual turnover jumps to…
Accessory Myth: “People aren’t buying accessories.”
The second accessory myth I hear dealership owners say about offering vehicle accessories to their customers is “my customers aren’t buying accessories so why should I…
The Recipe for Accessory Sales Success
Every successful dealership embraces the basic selling techniques and processes to sell cars. The better you follow them, the more you will experience higher closing ratios,…
Accessory Myth: “I have to hire more people.”
Accessory Myth #1: To add an accessory department, you would have to hire more people. One of the first concerns I hear when I talk about accessories…
Four Ways to Prevent Salespeople From Leaving With Your Customers
According to NADA, salespeople in the automotive industry have a turnover rate of 72%. That’s 38% higher than the turnover rate for other industries. Why is…
It’s Time to Regain Your Focus in the Used Vehicle Department
It’s what I like to call the glasses revelation. When I was in junior high I noticed I couldn’t see the board without squinting. After…
