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Author: Nick Trickey

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 they deal with. When you build a team of knowledgeable salespeople who are in tune with customer expectations, you’ll be unstoppable when it comes to meeting consumer needs and selling cars.   Certain traits and skills stand out when you’re evaluating sales help. When you run across individuals who possess them, you want those people on your team!  You’ll differentiate...

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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 comparison shop online has made it necessary for dealerships to compete in areas other than price alone.   While a rock-bottom price is tough to beat, there are a few priorities that help to round out the list of necessities for car buyers. Here are five areas your customers are examining beyond price:  ...

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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 poor communication inside your dealership can be devastating. It’s frustrating to spend your work day repeating yourself, chasing job folders and wondering if specific tasks are complete. On the other hand, it’s great when the store runs like clockwork, employees can find the information they need in a centralized location, and when your customers...

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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 options than they did in the past.  Ride-sharing services and urban populations that aren’t as interested in owning vehicles, which is contributing to changing buying trends. Younger buying generations are also paying quite a bit of attention to cost, and when available, many opt for public transportation. Add to all this the fact that consumers are holding...

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