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.
×
James Ziegler

James Ziegler President/CEO

Exclusive Blog Posts

How To Find A Reliable Auto Body Repair Shop

How To Find A Reliable Auto Body Repair Shop

Finding a reliable and professional auto body repair shop is not as easy as it sounds. Unfortunately not every mechanic or auto repair shop will have your …

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…

A major paradigm shift, nothing is ever going to be as it was before...get over it.

...trying to explain it to one of my friends in Great Britain last week...she said to me, "Sounds like you're really having a time of it Jim. I believe you're living your next book."

Car sales are not automatic any more...you've actually got to have some talent and people skills. There was a time when Honda and Toyota Sales were relatively stupid-proof. A monkey with a note in his mouth could stand in the center of the lot and deliver 10 units.

As a speaker, trainer and consultant to the retail automobile business; we've had to dramatically change the way we do business with car dealers.  http://www.ZieglerTV.com is one example of 'new thinking'.

In my travels, I interact with thousands of sales professionals, managers, and dealers on a regular basis. The truth of the matter is...we've forgotten how to sell cars. AND, technology isn't going to sell the cars, it's only going to hook you up with the prospects and educate them. There still has got to be an element of sales persuasion to convert the contact into the appointment that actually shows up. In other words, a techo-geek with no personality is going to waste a lot of opportunities trying to sell cars intellectually.

Down payment is still the key to profitability...and...as an industry, we've become a bunch of weak sucks when it comes to asking for the money. The average dealership posts less than two-hundred-fifty dollars real cash down per financed deal. Of course the banks were financing 170% of invoice so you had the luxury of being weak.

Leasing was so easy it created a generation of order-takers who forgot how to sell and persuade.

And the entire industry developed a 'bogue' mentality. If a real citizen with great credit showed up we were scrambling for the invoice because we no longer knew how to deal with customers with good credit.

My "prospecting' classes are overflowing because we've forgotten how to reach out in the community and generate our own business.

NOW, it appears the party's over and there are casualties strewn all over the landscape. I had two sales person seminars in Detroit in November with more than 125 in attendance at each one. More than half of the audience had been selling for more than ten years...experienced sales professionals. That never was the case in the past. How come? Because they had become so comfortable they forgot the raw basics of automobile sales and were wise enough to reinvent themselves, back to the future so-to-speak.

SO...here's the question.

What have you done during the current economic crisis and credit crunch to reinvent the way you do business. What has your dealership done differently? What's working for you...best practices? What doesn't work anymore?

 

 Unlock all of the community & features  Join Now