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From: Jared Hamilton
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Bart Wilson

Bart Wilson Director of Operations, Media

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Click-to-Call [Infographic]

Click-to-Call [Infographic]

  Most dealers understand the importance of making it easy for customers and prospects to find contact information. Websites often have prominent &…

Quick Tips for Improving Dealership Culture

Quick Tips for Improving Dealership Culture

Car dealers have a terrible reputation. It's such a negative experience for so many that people are electing to make a major purchase like a vehicle fr…

The Biggest Mistake Dealers Make When It Comes to Customer Retention

The Biggest Mistake Dealers Make When It Comes to Customer Retention

Jim Roche is the Divisional VP of Marketing & Managed Services at Xtime. We asked him to tell us the biggest mistake he sees dealers making today when …

Is 2018 the Year of Customer Convenience?

Is 2018 the Year of Customer Convenience?

It seems that every year has a theme attached to it in terms of where dealerships’ focus will be. Which themes or buzzwords will dominate 2018? We…

Upcoming Webinar: Show with Your Showroom, Sell with Your Website

Upcoming Webinar: Show with Your Showroom, Sell with Your Website

Today's customers walk into your showroom better-informed than ever before. Because they've done their research ahead of time, 89% walk into t…

A great exercise for a sales meeting is to look at the differences between order takers and salespeople. When I think “order taker” I think fast food. Not that there is anything wrong with that, but think about their agenda. They are there to give the customer what they ask for and move them down the line. Their fact-finding is usually limited to “do you want fries with that.” Contrast that with a salesperson. A salesperson is not there to give the customer what they ask for, but rather give them what they need. A good salesperson separates “needs” from “wants”. A good salesperson builds value in their product and ties these needs to what they have. When is the last time you heard an order taker explain the features, advantages, and benefits of their cheeseburger? A good salesperson looks at objections as opportunities to sell. We could go on and on, but here is the problem: We have order takers pretending to be salespeople. They are talking to our guests. You hear them say things after the guest left such as, “I think they will be back. They like me.” Or how about, “they weren’t here to buy.” Do these sound familiar to any of you? When someone takes the time to learn their product, study how to overcome objections, and role play and practice discovering needs and wants, they will understand another thing that separates salespeople from order takers. Income.

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