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.
×
Jim Bell

Jim Bell National Sales Executive

Exclusive Blog Posts

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

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

How to title your help wanted ad so it gets found on the internet. Please use Google in their job search. Use what people call themselves on their resu…

* The Recruiter* Episode 3 Law of Diminishing Return

* The Recruiter* Episode 3 Law of Diminishing Return

When do you hire and how many? what are you basing your decision on? Don't decide by how many desks you have or that's what you normally run with. …

Lenders must lend or drivers won't drive

Lenders must lend or drivers won't drive

In my opinion, sub prime customers are being considered more risky by the lenders that once targeted them. Even traditional co-signers are proving not to b…

4 Reasons to Improve CRM Utilization in 2017

4 Reasons to Improve CRM Utilization in 2017

Yes, dealers are creating a tremendous amount of data. The problem is, most of it is junk. Data is like this 1958 Tops Baseball Card complete set. You have…

Your Car Repair Shop Should Appeal To Parents Whether It is At a Dealership or Privately Owned

Your Car Repair Shop Should Appeal To Parents Whether It is At a Dealership or Privately Owned

Running an auto repair means that you have to take care of all kinds of details including scheduling, discipline, and customer service. Giving a customer t…

50 Creative Ways You Can Increase Your Sales

Are you looking to increase your sales for the 2nd-4th quarter this year?  We are all looking to increase our sales year over year.  Here are 50 creative things you can add to your to-do list to make that happen.

  1. Send hand written thank-you notes to ALL the people who visit the dealership and follow them up.
  2. Work EVERYONE-in or out of the market.
  3. Be more of a doer.  Make things happen.  Concentrate on the activities that will get results.
  4. Concentrate on getting more owners from prospects and bird-dogs.
  5. Treat every customer as a buyer for today.
  6. Do outside prospecting-‘I must get 3 sales a month from outside sources.’
  7. Come in and work the service lane once a week.
  8. Catch showroom overflow whenever possible.
  9. Do service follow up a day or two after your customer was in for service.
  10. Prospect the body shop weekly-get with your body shop manager for leads.
  11. Get EVERY customer in the CRM and follow up!
  12. Concentrate on following the ‘Road to a Sale.’  Always give a complete feature and benefit presentation 100% of the time.
  13. Know what cars are coming in on trade and on ordered cars.  Have or find a prospect for all trades.
  14. Work to keep a Positive Mental Attitude at all times (Leave stuff at home).
  15. Seek people out, go to their business.  Do whatever it takes to get face-to-face with all prospects.
  16. Close everyone you get in front of-stop the shopper.  Now, while they are ‘Hot’, sell…sell…sell.
  17. Sell from stock-“Mr./Mrs. ____, I can save you money if you buy from stock, because we can give you a better buy and no price increase on cars in stock.’
  18. Work an extra hour on you shift one night a week.
  19. Have planned appointments every Saturday.
  20. Pick out another salesperson and try to be responsible for keeping each other’s attitudes up.  Remember, Iron sharpens iron.
  21. Adjust your attitude to ‘positive/upbeat’ every morning while you are getting ready for work.
  22. Make 5 cold phone calls, without fail, EVERY day.
  23. Write letters to selected business people.
  24. Work owners effectively (bird dog programs).
  25. Follow-up on personnel promotions listed in the newspaper.
  26. Take a CPO vehicle when following up on owners and prospects.
  27. Read and study (through training tests, research on automotive sites)
  28. Relax.  Work toward developing a better physical condition and, therefore, being more alert mentally.
  29. Have a better knowledge of inventory.  Know what’s coming in and the approximate time and date and walk the inventory EVERY day.
  30. During scheduled floor time, be on the floor with a positive attitude at all times.
  31. To start the day with a positive mental attitude, get up 30 minutes earlier and play an inspirational CD.
  32. On days off the floor, do at 2 hours of face-to-face prospecting.
  33. Plan and mail more cold letters.
  34. Plan and do more cold prospecting.
  35. Review weak points with team captains.
  36. Review product knowledge.
  37. Walk the inventory more often.
  38. Follow-up an owner’s neighbors’ automotive needs.
  39. Walk the used car lot and your CPO inventory every day.
  40. Sell 75% of the people in the first closes. (Sell completely before you go for the close.)
  41. Check family, friends, and neighbors.
  42. Don’t forget about your owners-Keep close contact.
  43. Review old buyer’s orders and your upcoming lease expirations for prospects (renewals).
  44. Mail out-Follow-up with a phone call in 2 days.
  45. Effectively use floor time and hawk the lot.
  46. Be sure that you don’t shortcut.  Follow the ‘Road to the Sale’ every single time.  Turn over to manager 100% of time.
  47. Keep smiling.  It improves your face value.
  48. Always look for the positive.  Be a ‘good finder.’
  49. Social Network – Let everyone on your facebook and twitter know that you are in the business and let them know of specials or cream-puff trades that are coming in.
  50. Last but not least, HAVE FUN!
Bryan Armstrong
Jim, What a great post. So many great ideas. I guess the ONE thing I would add is #51- Be Consistent. Great results come from mastering simple processes and repeating them with a fresh attitude daily. If anyone were to choose just 10 of these and do them every workweek for 1 Month (2 a Day) it would have a dramatic impact on their success. Thanks for sharing! BA
Jennifer Plock
I am a greenie and I'm having trouble closing. Do you have any advice?
Timothy Snow
Bryan I totally agree with you. Any sales consultant should have over half come natural to them. Jennifer the best advice is Ask for the sale. Sounds simple but so many people over look it, as long as you are able to take NO and spin it to a positive. It will become easier for you, when asking read this list - Smile -Think positive (they can sense) And my biggest Build excitement.

 Unlock all of the community & features  Join Now