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From: Jared Hamilton
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Scott Bergeron

Scott Bergeron Director of Operations

Exclusive Blog Posts

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)…

How SEO Impacts the Service Department

How SEO Impacts the Service Department

Digital marketing in the dealership often is viewed and conducted solely from a sales perspective. But the service department, often called the "backb…

What 89% of salespeople are failing to do...

What 89% of salespeople are failing to do...

  According to Dale Carnegie only 11% of salespeople ask for referrals. We all know how valuable referrals are but when it comes time to ask for a …

Why Your Online Shoppers Don’t Take the Bait

Why Your Online Shoppers Don’t Take the Bait

You think you’re dangling an enticing lure in front of your customers’ eyes. You plan to set the hook and reel them in. But what you don&rs…

Click-to-Call [Infographic]

Click-to-Call [Infographic]

  Most dealers understand the importance of making it easy for customers and prospects to find contact information. Websites often have prominent &…

Sales Process

 
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To sell smarter you need to eliminate all those things that waste your - and your customer's - time. How can you work more efficiently? Try steering clear of these time-wasters:
 
Dealing with people who can't make the buying decision.
You should treat everyone with the same professional respect. However, find out early if this person is the decision maker. Don't be afraid to ask who the decision maker is right up front and focus your time on that person.

Working without a priority list.
Make a top 10 list of your best accounts  and customers and a top 10 list of your biggest prospects. Look at this list every day to keep yourself focused so you can spend your energy on getting the best return on your investment.

Relying on technology rather than on relationships.
Sales are made from relationships, and it's difficult to establish relationships on a computer screen. CRMs are great but they don’t sell the car for you. Keep e-mails short - remember, they're great for passing information but can never take the place of one-on-one communication.

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