It is incumbent of us, whenever possible, to get in front of our Guests as quickly as time allows. After all, once a Buyer’s Order has been signed, our Guests are relieved to have reached what they may believe is the conclusion of their car-buying decision-making. They are at a peak emotional point. Time, however, […]
To be sure, I fully supported and recognized the efforts of my sales staff. Been there and done that. Plenty of pairs of shoes were worn out obtaining an understanding of the challenges they regularly face. Having said that, I also recognize that salespeople (of which we are all) are motivated by one of two […]
It’s 10am and you’ve just gotten out of a particularly laborious Monday morning managers meeting. You’re paged for a call. It’s Mary Smith, the guest from last week with whom you thought you had developed great rapport. After all, she and her husband Mike seemed to be really happy when they left and they were […]
I’m often surprised by how few Business Managers ask their customers (during the interview), “Who’s the lucky one getting the new car this time around?” By asking the question, we are confirming with whom our focus is warranted (when more than one party is present) and creating a segue to, “Congratulations, Mary! Where are you […]
Are you relying on an interview with your salesperson, at the time a deal is turned over to you, to determine how you submit your deal to the lenders?… how you formulate your menu? DON’T! If you have been, don’t be surprised to discover the terms you present to the customer (both in regards to […]
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