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.
×
Gregory Gershman

Gregory Gershman National Sales Trainer and Recruiter

Exclusive Blog Posts

5 Ways to Upsell Without Sounding Like a Pushy Car Sales Rep

5 Ways to Upsell Without Sounding Like a Pushy Car Sales Rep

One of the keys to making a profit is the upsell. If you want to claim a heftier commission, upselling is a necessity. However, upselling is an art that sa…

Most Valuable Insight Finalist - Jim Roach

Most Valuable Insight Finalist - Jim Roach

Using Artificial Intelligence to Prioritize Customer Engagement If only one salesman came to work today, what is the first opportunity he should act upo…

Stop Looking at CRM Lead Duplication Negatively

Stop Looking at CRM Lead Duplication Negatively

During some recent conversations, I’ve discovered that dealerships continue to mistakenly perceive CRM lead duplication badly. I strongly believe we …

Don’t Just Sell, but also Retain CPO Buyers

Don’t Just Sell, but also Retain CPO Buyers

By Ryan Williams, president, Fidelis PPM Customer loyalty does not necessarily translate into repeat business for your auto dealership. What drives meas…

2017 Presidents Club Insights - Patrick McMullen

2017 Presidents Club Insights - Patrick McMullen

Listen to what Patrick McMullen from MAXDigital has to say about the future of automotive, what dealers can do today to prepare, and how DrivingSales Presi…

Stop Selling – Start Serving

Every place I travel I keep getting asked the same question, “What is your best tip in Sales?”.  There is one great answer, STOP SELLING.

I encourage all my graduates to give their new title as Sales and Service Liaison at ……

If you surveyed all your clients entering the Dealership and asked them to choose one of these two:

A) I want to be Sold a car.

B) I want to be assisted with my needs.

Any guesses on the answers?  Of course, everyone is going to pick B.  We have to trust our prospective clients to choose us, not rely on aggressiveness to force a decision.  This puts a higher burden on our staff to exceed expectations, truly present real world value in our product, be there now and down the road for their clients, provide a clean maintained facility, and provide information in a straightforward manner.

Our staff have to stop worrying about whether or not they are selling a car right now, and focus on earning loyalty.  It takes just a few minutes to drop a bored service client at the mall, no time to take the call from the guy that bought a car last year that wants to buy another set of floor mats, seconds out of our day to greet the folks wandering around at 9 in the morning like they are here to buy a car even though they may only be in for service.

Every kindness, each show of appreciation for every person in the facility is another step towards staying loyal to the Dealer in the buying cycle.  Can all your Sales Staff look a prospective client in the eye and really say, “When you buy here, I will take care of you better than anyone else.”?  When they can say it, mean it, and live it you start Serving.

Ernie Kasprowicz
It really isn't any different then we would want for ourselves when we look to purchase a product or service. We need accurate information, we seek a fair price and expect service after the sell. At no point are we hoping for high pressure tactics or to be treated disrespectfully. Successful selling is well developed communication skills.

 Unlock all of the community & features  Join Now