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Martha  Rader, PhD

Martha Rader, PhD President

Exclusive Blog Posts

Why Security Is More Important than You Think for Your Business

Why Security Is More Important than You Think for Your Business

Having a business means that you’re likely going to have to keep security in mind. Whether you are looking to increase customer trust or you want to …

Interview with Scott Pechstein: What's Up With "Digital Retail"?

Interview with Scott Pechstein: What's Up With "Digital Retail"?

Scott Pechstein, Vice President of Sales at Autobytel, Inc., talks about the buzzword of the moment: "digital retail." …

What's Keeping Your Company's Directors Up at Night?

What's Keeping Your Company's Directors Up at Night?

Although we typically define executives by their ambitions, their anxieties can be equally telling. If you’re losing sleep over handling cyber se…

Top Reasons It's Time to Breakup With Your Vendor

Top Reasons It's Time to Breakup With Your Vendor

Vendor relationships are business, and while that is not to say that relationships develop with the people you work with - at the end of the day, it is abo…

The Perennial Sales Starter Kit

The Perennial Sales Starter Kit

Outside of having some online training that I could do on my own time, a 2-Day Sales Training Course, shadowing the top Sales Consultant (at my initiative)…

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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