Blog
Down Payments
You know down payment determines monthly payments. When you get payment options from the desk, make sure your deal sheet includes different options for down payments. Use down payment options during your Logic Statement. More money down decreases your buyer's monthly...
Don’t Expect Others To Change If You’re Unwilling
We are all dependent on each other. Every department. Every person. So, how do you make things better? How can you inspire positive change? Take responsibility.Be the change you want to see.Examine all people, most of all yourself. You cannot expect others to change...
Buyer’s Bell Curve
Use the law of averages (& your Sales Process) to maximize your closing %. 10% of buyers will buy regardless of what you do. 10% of buyers will not buy regardless of what you do. 80% of buyers you can positively impact by using your Sales Process. A word of...
Be A Dealership Ambassador
Are you a dealership ambassador? What does that even mean? It means you take responsibility for every customer - even if they are not your buyer. It means you own every single interaction with every person who walks onto your lot. Always ask: "What can I do to take...
Overcoming Objections in the Trial Close
What is the difference between an objection and a condition? Objection - Any reason for not moving forward with the deal (usually a fear that can be overcome). Condition - Something that is absolutely required to move the deal forward. The Trial Close, in your...
Stop Comparing Yourself To Others
Nothing is good or bad until it is compared to something else. How you draw comparisons, what you use as your benchmark, is extremely important. We are always comparing ourselves to someone else. It's hard to not make these comparisons. Let me tell you something,...
Buying A Car Is About Compromise
Let's be honest. Buying anything is about compromise. So, how do you get your buyers to compromise? Most people, your customers included, are looking for the whole package. So, how do you get buyers to justify modifying or changing their criteria when the car on your...
An Attitude of Gratitude
Your attitude is contagious. How do you cultivate an attitude of gratitude? How do you form an attitude of gratitude? Gratitude is not a natural human state. You have to work at it.You have to put gratitude in your mind every day. One of the easiest ways to do this is...
Build Teamwork With Your Service and Support Staff
Relationships are built on positive deposits. Be intentional about making positive deposits in your account. Then when something negative happens, you can make a withdrawal without damaging your relationship. But if there is nothing in your account, there is nothing...
Invest In Yourself For Excellence
Invest in yourself.Invest in yourself for success. How do you invest in yourself? It's simple, but it's not easy. You have to do the work. You have to take purposeful action. Do you know that spending as little as 15 minutes a day investing in yourself can produce...