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The New Definition of Closing

Monday, 03 October 2016 by

According to Call Source, 80% of prospects contact a dealership before coming in—by phone, email, lead form, text or chat.  So when do you really close a sale? I believe the real close today starts before the prospect even visits your dealership; it begins with those initial telephone and Internet contacts.

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Create Your Own Digital Storefront

Monday, 03 October 2016 by

AutoNation recently announced the creation of their first Digital Storefront – which allows the website to transition from purely informational to transactional – offering customers the opportunity to do the majority of their auto sales transactions from the comfort of their home or office. I don’t see any reason why you can’t transform the automobile purchase by creating your own Digital Storefront.

Probably the biggest hurdle most dealers face is the reluctance of sales management to embrace a more transparent and efficient method of auto retailing.  

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Creating the Digital Dealership of the Future…Now

Monday, 03 October 2016 by

Two Problems – One Solution

Of the many challenges facing dealers today, two of the biggest include:

  1. Recruiting a younger, gender-balanced sales staff
  2. Effectively and cost efficiently handling incoming phone calls and Internet leads

Fortunately, there is a single way to address these challenges, and that is by creating a separate department to handle incoming phone calls and Internet leads staffed with salespeople who have the right skill sets to handle these leads.

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How Auto Dealers Created TrueCar, Carvana, and Vroom

Thursday, 11 February 2016 by

 

“Nature abhors a vacuum.” There would be no reason for “disrupters” like TrueCar, Carvana, and Vroom to exist if dealers provided customers with what the majority of them want. This includes:

  • Eliminating negotiations and move to a simple, transparent sales process
  • Eliminating wasted time in the sales process
  • Money-back guarantees
  • Market-based pricing
  • The convenience of having a car brought directly to the consumer

In are era of margin compression, how can dealers afford to pay TrueCar? Typically at least seven people get paid for selling a new car:

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