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Martha  Rader, PhD

Martha Rader, PhD President

Exclusive Blog Posts

What You Should Focus On Instead of Service Sales in the Final Quarter

What You Should Focus On Instead of Service Sales in the Final Quarter

Well into the last quarter of 2018, most service managers are looking at the DOC and wondering if they’re going to achieve their target. And if n…

How to win the BIG Pot of Money in Today’s New Car Game

How to win the BIG Pot of Money in Today’s New Car Game

This is a guest post from Brian Finkelmeyer, Senior Director of Business Development of vAuto.  He'll be speaking at the 2018 DrivingSales Ex…

Mercedes Celebrates New $1 Billion Electric Car Battery Plant

Mercedes Celebrates New $1 Billion Electric Car Battery Plant

On October 5, Mercedes Benz held a groundbreaking ceremony to celebrate the beginning of construction on a new $1 billion battery factory in Tuscaloosa, Al…

Understanding the Three Tiers of Automotive Marketing

Understanding the Three Tiers of Automotive Marketing

According to a recent study, U.S. advertisers spent more than $205 billion in 2017 alone. This means that although digital marketing is changing the face o…

How Much is Your BDC Agents Overtime Truly Costing Your Dealership

How Much is Your BDC Agents Overtime Truly Costing Your Dealership

Designing a pay plan focused primarily on commission on the dealer level is not uncommon; in fact, the entire premise of the pay plan is “the more ap…

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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