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Five Habits of Highly Successful Salespeople

Today’s dealerships are focused on professionals who can not only sell, but also deliver the best overall customer experiences.  Because modern customers are more discerning, they demand excellence in their products, in the buying experience and from the professionals...
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Shoppers Speak Out: Five Things That Are More Important Than Price

When shopping for anything, especially big-ticket items like cars, shoppers compare prices. It’s natural to try and find the best deal and save as much money as possible. However, the best price is no longer the sole determining factor in many cases. The ability to...
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The High Price of Ineffective Communication at a Dealership

Communication is vital for busy dealerships, but if carried out ineffectively, it will feel like trying to shove the wrong key into a lock. It simply doesn’t work.  When communication falls flat, it can cost your dealership resources, time and money.   The price of...
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Consumer Buying Habits Are Changing – Can You Adjust and Persevere?

One of the biggest challenges facing the auto dealership industry today is that shoppers are approaching car buying differently than they did in the past. Consumers are more focused on features and the longevity of vehicles. In addition, they have more transportation...
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Test, Test, Test Your Local SEO Strategy Out!

Want to know one of my secrets to staying ahead in local SEO? Don't believe everything I say. What do I mean by that? Well, it's important to use industry research, knowledge, case studies, and best practices when putting your local SEO strategy together. But you...
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Learn from History; Don’t Repeat it

In 1994, I was excited to begin my new career as a car salesman. When the other four guys showed up for their first day, too, I realized the dealership was using the spaghetti hiring method: throw a handful at the wall and see what sticks. Be Honest with the Customer...
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The User-Defined Service Experience

In past years, the creation of value and the roles customers and dealership employees played in a typical service experience were very distinct and separated.  The cost of products and services was determined by the market.  The price of an oil change was based on...
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CPO Yesterday to Today: An overnight Success

James Dyson, the founder of Dyson, is considered an overnight success. He has become one of the most popular and successful vacuum manufacturers, thanks to his relentless entrepreneurial spirit. Dyson is personally worth $5 billion – a net worth he didn’t acquire...
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Crush Your Goals: A Connected Team Will Thrive

Today’s consumers rule the world—and forward-thinking businesses are up to the challenge of capturing their attention.  Empowered, educated shoppers continually push for progress and innovation, and they make no secret of the high expectations they’ve set.  If your...
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Out With the Old Experience; In With What Customers Really Want

Over the past several years, there have been several changes in the automotive industry. These changes include establishing a sales and service business development center (BDC), defining a customer experience, identifying the need for a transparent sales process,...
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