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Jared Hamilton
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Martha  Rader, PhD

Martha Rader, PhD President

Exclusive Blog Posts

Affiliate Marketing is Underutilized

Affiliate Marketing is Underutilized

Imagine a situation where you have a teammate working with you to grow your business and the only time you pay them is when someone buys from you.  Th…

A Simple and Effective 9-Step Goal Setting Outline

A Simple and Effective 9-Step Goal Setting Outline

Goal Setting Outline What is my main goal for today? __________________________________________________________________________________________________…

SUV and Truck Sales Killing It in 2018, But Is the Fun Almost Over?

SUV and Truck Sales Killing It in 2018, But Is the Fun Almost Over?

    Have you been paying attention to car sales lately...or the lack thereof?  Everywhere you look on the freeway here in Southern…

Top Reasons to Have An Onboarding Process!

Top Reasons to Have An Onboarding Process!

Having an onboarding program for any of the positions within your dealership can not only save hundreds of thousands of dollars. It can also significantly …

Are You Still Giving Away the Farm on ROs?

Are You Still Giving Away the Farm on ROs?

For as long as I remember, I’ve been attracted to a good deal. How can you pass up something you’ve wanted or needed when it’s gone o…

Want to Increase Sales and Referrals in your Dealership, Improve First Impressions!

Inspiring a Positive Culture: Understanding how Crucial First Impressions, Sales & Referrals can be affected by Hidden Blind Spots

First impressions, especially in a sales and service environment can be crucial to your success.  What kind of first impressions are your employees and managers making? Could hidden blind spots or unconscious bias interfere?

Most people have heard the phrase “a picture is worth a 1000 words”.  Our non-verbal messages paint pictures.  Eighty percent (80%) of what you understand in a conversation is read through the body, not the words (Gupta  2013).  

If words and body language don’t match, it is quite possible that you may be perceived as non-caring, inauthentic and untrustworthy.  Without understanding this, unfortunately you may turn people off. 

A widely known statistic in the auto industry is that women either purchase or influence up to 85% of the automobile purchases, yet according to the 2015 U.S. Women’s Car Dealership Report, “one third of women are nervous, overwhelmed and apprehensive when buying a car”.

Autobytel (2016) indicates that many vehicle buying decisions are made online before stepping foot into a dealership and that shoppers are only visiting 1.2 showrooms today verses up to 5 in past years.  First impressions can be essential to successful sales outcomes! 

Understanding blind spots and unconscious bias could assist in inspiring a more positive environment from the perspective of potential buyers, customers or employees.  This could mean the difference between women feeling apprehensive and nervous and feeling as if they are a valued potential customer or employee and that you care (or other diverse potential customers).  This in turn may increase your sales and referrals.   

 

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