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Jared Hamilton
From: Jared Hamilton
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Gregory Gershman

Gregory Gershman National Sales Trainer and Recruiter

Exclusive Blog Posts

The Gap In Email Success - Part 3

The Gap In Email Success - Part 3

Yes Lifecycle Marketing recently released a study about gaps in email marketing. Check out the other parts of the series here: Part 1, Part 2. &n…

Are Remote Workers Happier Than Office Employees?

Are Remote Workers Happier Than Office Employees?

Here are some interesting insights about remote employees vs. office employees. I know many positions within a dealership don't have the option of remo…

Why You Need a Better Goal for 2017 than Simply “Sell More Cars”

Why You Need a Better Goal for 2017 than Simply “Sell More Cars”

The real driver of vehicle sales isn’t your new online buying widget, it’s access to credit. So, if your dealerships only goal for 2017 is to “sell m…

Car Dealer Protocol for Vehicle Sales to Customers with Built-In Breathalyzers

Car Dealer Protocol for Vehicle Sales to Customers with Built-In Breathalyzers

Working in the automotive industry is a rewarding experience, particularly working for a dealership at the front line of customer service and sales.&nb…

Ecommerce and Auto dealers

Ecommerce and Auto dealers

Many of the ecommerce sites are now a days trying to test the waters of entering into the automobile sector by trying to engage customers on a small scale …

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.

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