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From: Jared Hamilton
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Bart Wilson

Bart Wilson Director of Operations, Media

Exclusive Blog Posts

5 Tips on How to Improve Your Chances of Getting a Lower Bond Rate

5 Tips on How to Improve Your Chances of Getting a Lower Bond Rate

Multiple industries are required to hold surety bonds in order to perform service within the state they are licensed in. The costs associated with holding …

Why So Many Options If You Don't Pay Attention to The Source?

Why So Many Options If You Don't Pay Attention to The Source?

Is there a lot of thought that goes into deciding which call to actions to offer on the VDP’s? Or is it a constant free for all, or worse an aftertho…

Dispel Fears About the Auto Industry with Your Recruiting

Dispel Fears About the Auto Industry with Your Recruiting

If you were to ask most sales managers what customers don’t like about the automotive industry when shopping for a vehicle? They usually say, “…

How is Your 'Why Buy Here' Messaging?

How is Your 'Why Buy Here' Messaging?

What type of 'Why Buy Here' messaging are you using to drive in customers? Watch the video to learn more.   …

Give Customers a Refreshing, Old Ad Message

Give Customers a Refreshing, Old Ad Message

If you’re the average dealer who’s trying to grow business, the fixed operations departments are one of the best bets you can make. Once you br…

The Impact Time has on the Customer Experience

 

 

Michelle Denogean from Roadster discusses their research on time and customer satisfaction.  How have you found ways to reduce idle time in your sales process?

Kenneth Bittner

In the "old days" (back when I was a salesman) we utilized "system selling".  As a part of that system, we learned how to develop a commitment to buy (right now), get the offer in writing and get a "good faith" deposit.  The ONLY TIME we left the customer was when we took their offer and deposit to the sales desk.  Before we left them, we handed them our dealership "Why Buy Here" book with instructions to read the first several pages.  This gave them something (positive) to do while we were gone.  We were immediately sent back to our customer.  When we felt the stage was set (to present our first offer we picked up the phone and called the sales desk for figures and instructions.  We conducted our "drop, drop, split" like that...never leaving the customer alone.  The floor manager (closer) was always "hawking" the showroom floor and if we couldn't close it, in he came.

I know...I know..."old school".  But...it sold me a lot of cars and made me a lot of $$$.

The less you leave your customer alone, the better off you are.

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