The car buying experience is completely different than it was 5 years ago. And while the auto showroom is still the proud domain of the sales team, the truth is, the days of a relationship-driven, referral, and word-of-mouth sales culture in the auto industry is a thing of the past. If your sales ...

If you are in the auto industry, you have undoubtedly heard of the Red Flags Rule—a program designed to prevent identity theft. This regulation began in January of 2011 and is enforced by the Federal Trade Commission (FTC). There are certain steps that are required in order to implement this ...

As with any industry that relies primarily on sales for its livelihood, you may find that your customers come to you with a certain degree of skepticism. Often times, clients will arrive in defense mode prepared to ward off any attempts to sell them anything they think they don't need. It is for ...

Though car dealerships can appreciate short-term financial benefits by pushing finance and insurance services, using a hard-sell approach, any dealership interested in serving a community and enjoying repeat business understands the nuances of quality customer service. Through high-quality ...

According to an article in Money, out of the 10,000 respondents to an Accenture survey, 75%, if given the choice of coming into the dealership to purchase a car or doing it online, would take the internet route. Although the study didn't specifically delve into the reasons for this, a smaller ...

Today's auto dealerships are evolving as customers demand a more seamless and interactive experience. They are fairly vocal in saying that they prefer to handle their entire transaction with the same person or set of people from start to finish. Some industry "experts" are even calling for doing ...

Find out why automotive management training is not your typical sales training

Have you ever met a really successful salesperson, perhaps you were even on the other end as the purchaser? Remember that confidence in their smile, that look of certainty in their eyes? It wasn't an arrogance, but just that - confidence. It was as if you were almost obligated to buy because their ...

A new automobile is a serious investment for customers and dealerships alike, with legal rights and responsibilities. Do your dealers have the knowledge they need to know in order to close the deal and ensure that customers drive away satisfied and covered? You invest in sales training, you take ...

When it comes to purchasing a vehicle, today's automotive customers are more sophisticated than ever before. Thanks in part to the internet, mobile apps, and a much more competitive industry, most customers walk into dealerships with more leverage than they ever had before.