Notifications & Messages

Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
×

The center of automotive retail
innovation, best practices & progress.

sortcreate  Become a Blogger chevron_right

Exclusive Blog Posts

Why Security Is More Important than You Think for Your Business

Why Security Is More Important than You Think for Your Business

Having a business means that you’re likely going to have to keep security in mind. Whether you are looking to increase customer trust or you want to …

Interview with Scott Pechstein: What's Up With "Digital Retail"?

Interview with Scott Pechstein: What's Up With "Digital Retail"?

Scott Pechstein, Vice President of Sales at Autobytel, Inc., talks about the buzzword of the moment: "digital retail." …

What's Keeping Your Company's Directors Up at Night?

What's Keeping Your Company's Directors Up at Night?

Although we typically define executives by their ambitions, their anxieties can be equally telling. If you’re losing sleep over handling cyber se…

Top Reasons It's Time to Breakup With Your Vendor

Top Reasons It's Time to Breakup With Your Vendor

Vendor relationships are business, and while that is not to say that relationships develop with the people you work with - at the end of the day, it is abo…

The Perennial Sales Starter Kit

The Perennial Sales Starter Kit

Outside of having some online training that I could do on my own time, a 2-Day Sales Training Course, shadowing the top Sales Consultant (at my initiative)…

Recent Comments

R. J. James
Is 2018 the Year of Customer Convenience?

R. J. James  Mike... GREAT Call-Out!!!  Processes, Tools, and Systems Improvements that make car buying and servicing more convenient will create a real Competitive Advantage.

Conor Bergman
Keeping the In-Person Touch While Selling Cars in the Digital Age

Conor Bergman  Very true, I agree it's important to recognize face to face sales are likely to stick around for a while. Having a solid online presence is what will get your customers into the door, but there is still a physical side of CX that needs to be considered.

Chris Murray
What 89% of salespeople are failing to do...

Chris Murray  Kristen, my concern is data. If you can demonstrate scaleable results then who is to argue with you? The downside is moral. My estimate is less than 1% will actually refer a friend by name and so that would be the lowest closing percentage in our industry. Does it make sense to have a "green pea" breaking his pick on those results? There are far better pursuits, in my opinion.

Kristen Tepper
What 89% of salespeople are failing to do...

Kristen Tepper  Love all the feedback! I think everyone here has extremely valid points! There is a specific subset of salespeople who are so skilled, respected and knowledgeable about their work that they are always referred by their most loyal customers. But where a referral program really comes into play is for Customers who had a great experience with you, your product, your services but it ended there, whether they got too busy, aren't the most proactive or they had a great experience elsewhere as well.Salespeople who do a good job who haven't mastered referrals yet. And can we really say (and prove) that every single customer that we've had a good/great interaction with has sent a referral our way?This is really where the focus of a referral program (backed by data) and consistent outreach comes into play. There are customers who are satisfied but busy or just not overtly proactive people but when we openly express that we appreciate their business so much that we want to show their appreciation by not only taking care of their friend but giving them a thank you in the form of a reward/incentive, by nature our extrinsic motivation kicks into high gear and can increase participation from more parties. The incentive theory of motivation suggests that we are more likely to complete an action that is positively received or profitable. Simply put, we derive motivation from rewards. Dr. B.H. Skinner supports this theory, stating that a positively enforced stimulus combined with a positive outcome equals a higher re-occurrence of the desired action; that is to say, when we are motivated to take an action and then rewarded positively, we are inclined to repeat that action, whatever it may be.

Jason Unrau
Why Your Online Shoppers Don’t Take the Bait

Jason Unrau  It's part of the selling process that you'll get the pricing question as your first point of contact. There are ways to address that, and it's mainly about setting an appointment with the customer to make sure the car is right for their needs. But at that point, you've earned the call from the customer to start the conversation - they haven't just passed you over online!

 Unlock all of the community & features  Join Now