If you want to meet your sales goals, you are going to need more customers. That may sound logical, but it's not necessarily the case. According to recent findings, the success rate of selling to an existing customer is 60-70%, while the success rate of selling to a new customer is only 5-20%.

A motivated sales force operates like one cohesive unit; all parts pull together to be effective, productive, and successful in achieving goals. On an individual level, motivation is tied up in our essential nature as humans to strive for excellence, personal growth, and a sense of purpose. Being ...

You see customers entering your dealership, and some buy cars while others don't. There are ways to get more customers in the door and improve your sell-through percentage. Your dealership has the vehicles people want in stock, but you are looking to increase your sales quota and grow your ...

For any business operation, hiring is a costly process. Putting effort and time to attract, hire, and retain the right team members will prove to be the best return on investment dealerships to make in today's tech-savvy world.

For a dealer, selling a vehicle is a process, not an event. For salespeople to be successful, they need to understand all the essential parts of the sale. Each element of the sale, from building rapport with customers to understanding objections before they arise, is like adding a brick in the ...

Going digital in auto dealerships has become more of a priority with COVID-19 wreaking havoc on customer’s willingness to venture to a dealership and/or allowing customers on-site. As a result, having to offer retailing through online means is becoming a new norm.

While communication is vital to the success of any organization, keeping a clear flow of communication between the F&I Department and the Sales Desk is essential in a dealership. Negative communication can deliver a stormy impact on employee morale, the profitability of the dealership, and ...

While there are no laws that require you have to hire a compliance officer, there's a chance that without a hyper-focus on compliance, you could wind up breaking actual laws as a result. Let us explain.

Repeat business is the proverbial 'bird-in-hand.' Your current customers are fertile ground for cross-selling. It's your golden opportunity to wow them beyond belief. Take the initiative, know your customers and understand their needs. Do this and your long-standing customers will remain loyal and ...

Every word shared between salespeople, sales managers and the F&I Department carries with it the power to affect the bottom line. Details are crucial and as one sales manager once wisely suggested to his salesperson, "Land the plane!"