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Jared Hamilton
From: Jared Hamilton
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Bart Wilson

Bart Wilson Director of Operations, Media

Exclusive Blog Posts

5 Reasons You Should Seek Out Consumer Generated Content

5 Reasons You Should Seek Out Consumer Generated Content

It may seem like a good idea to always be the one writing about your dealership, but in reality consumer-generated content is as important, if not more so,…

DealerRater Reviews now Available on Cars.com

DealerRater Reviews now Available on Cars.com

DealerRater pushed a press release today that they have pushed reviews to the Cars.com Platform. According to the press release, this is about three millio…

Why Should You Attend NADA 2017

Why Should You Attend NADA 2017

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The Most Wonderful Time of Year for Luxury

The Most Wonderful Time of Year for Luxury

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The Recruiter: Episode 4- People Use Google to Find Jobs

The Recruiter: Episode 4- People Use Google to Find Jobs

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I just read this blog post from Seth Godin, and immediately my thoughts turned to selling cars. Seth is basically stating that too much emphasis is placed on the end of the process and not enough on the beginning. Look at your sales process. In my mind successful car salespeople always spent more time outside (on the lot) than inside (presenting the numbers). If a sale is set up correctly, on the right car, the close is so much easier. I know that there may be unforeseeable circumstances (upside down on the trade, for example) but a salesperson should never hold their breath hoping that a payment will sell a car. It doesn’t happen. How many times have you gotten a hug after presenting a trade number? How much of your sales process takes place before you even greet the guest? Think about it. Once, while training a new sales consultant, we watched another salesman take an up. The body language was begrudging at best. He walked up with his hands in his pockets and greeted the customer. I asked the trainee if he thought the salesperson was going to sell the car. The salesperson was outside talking to the customer for fifteen seconds, turned around, and came inside. I asked him what happened and he mumbled something about ‘just looking’ on the way to his desk. Who influenced the outcome of that sale? In every sales meeting in every dealership almost every week across the country someone is preaching attitude. There is a reason for this. Your outlook before you reach a customer may be more important than what you say when you get there. What do you think?

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