Blog

Google AIS Custom Search

williams (31)

RussWilliams.net

1. "I'm Just Looking" / "I am NOT Buying Today" / "This is the FIRST place I Have Looked" / "I've Just Started My Research"

All of these are the same basic objection
Rebuttal #1
Yes Sir/Ma'am, I understand completely! I have discovered that many of my customers would
prefer to do some research, drive a few vehicles of interest, and gain some financial information like price, payments, and the value of their trade before they would even consider purchasing a vehicle. Does that sound like the way you like to do business? Now, I know my inventory better than anyone. Were we looking at cars, Sport Utility Vehicles, vans, or trucks?
Rebuttal #2
Certainly, Mr./Ms. Jones, I wouldn't have it any other way! Every journey begins with the first step. The good news is that you are half way there because you have made it out to the dealership to see what is available. I really appreciate you giving us the opportunity to earn your business. Now, I know my inventory very well. Were we looking at cars, Sport Utility Vehicles, vans, or trucks?
Rebuttal #3
I completely understand! The car buying process can be a daunting endeavor. We have a HUGE
lot. Follow me inside, I will have just a few questions and then I can bring the vehicles that fit your wants, needs and desires to you! (Turn and walk towards the showroom)
Rebuttal #4
Yes Sir/Ma'am, I completely understand! Most of my customers prefer to do some leg work,
compare a variety of vehicles and get some realistic prices so that they actually have some information to ponder. Then, return tomorrow or perhaps next week to really nail down a deal. Would you agree? I know my inventory better than anyone. What is the most important feature you want out of your next vehicle?
Rebuttal #5
Yes Sir/Ma'am, I understand completely! The selection of a vehicle is one of the largest purchases we have to deal with. Many folks take the spending of their hard earned cash way to flipantly. I hope you will allow me to assist you in this process. Perhaps I can even make it a little simpler? Follow me inside, I will have just a few questions and then I can bring the vehicles that fit your wants, needs and desires to you! (Turn and walk towards the showroom)
Rebuttal #6
That is GREAT Mr./Ms. Smith! I have been assisting people in the purchase of vehicle for over 25 years! I will be here tomorrow, next week and next year. Now, I know my inventory very well. Were we considering cars, Sport Utility Vehicles, vans, or trucks?
Rebuttal #7
Yes Sir/Ma'am, I understand completely! The LAST THING I would ask you to do today is buy a car. Perhaps I can even make it a little simpler? Follow me inside, I will have just a few questions and then I can bring the vehicles that fit your wants, needs and desires to you! (Turn and walk towards the showroom)
NOTE: A seed is actually planted here. Later in the process, once you have earned the right to ask for the sale, you can say "Remember when I said:
"The LAST THING I would ask you to do today is buy a car", Well...

2. What is your BEST price?

The rebuttal to this objection depends on where you are in the sales process.

Option #1, BEFORE the customer has landed on a vehicle

Rebuttal #1
I am SO GLAD you asked me that, Mr./Ms. Smith! We do things a little different here at Rolling Hills Auto Plaza. We do our best to make the shopping experience as enjoyable as possible. So, we have marked the prices clearly on ALL of our Pre-Owned vehicles. We believe in giving you a fair price up front so I don't have to go back and forth with my manager, multiple times, to get you the exact same price. Does that make sense?
Customer:"Does that mean the prices are non-negotiable?"

Depending on the vehicle, there may be some wiggle room, but if you are thinking thousands then purhaps we should look at another vehicle. Actually, some of our vehicles have been discounted so drastically they ARE non-negotiable. Our customers have told us that they simply do not like the "games" and haggling that other dealers play, especially when it comes to Used Cars. Did you notice that this car has BlueTooth and a touch screen?
Rebuttal #2
Certainly, Mr./Ms. Jones! Being confident that you have not overpaid for a vehicle is VERY important. I will tell you this, If I couldn't give you the absolute BEST DEAL on the vehicle of your choice I would NEVER expect you to buy it from me. Now, I know my inventory very well. Were we looking at cars, Sport Utility Vehicles, vans, or trucks?
Rebuttal #3
Yes Sir/Ma'am!, You deserve the BEST DEAL! However, I can tell that you have done this before and would like to buy a vehicle with the least amount of stress possible, am I correct? I will let you in on a little "car industry secret", the best way to get the VERY BEST DEAL possible is to first find the vehicle that is right for you. Once we do that, be be prepared to BUY THAT VEHICLE! My Sales Manager is much more apt to give you his very best deal if you are prepared to take advantage of it! Perhaps I can make it even simpler? Follow me inside, I will have just a few questions and then I can bring the vehicles that fit your wants, needs and desires to you! (Turn and walk towards the showroom)
Rebuttal #4
Yes Sir/Ma'am!, I WANT you to get the BEST possible deal! I have been selling vehicles for over 25 years and I depend on return and referred business! When I see you at the Gas Station or the Grocery Store, I want to be able to great you with an outstretched hand and a smile. Not be ducking behind the isle thinking "OH NO! There's that guy/gal that paid for my Hawaii Vacation!" What is the most important feature you want out of your next vehicle?

Option #2, AFTER the customer has landed on a vehicle

Rebuttal #1
I am sorry Mr./Ms. Smith, I really must apologize to you. I must not have been clear when I spoke to you about Market Pricing. We do things a little different here at Rolling Hills
Auto Plaza. We do our best to make the shopping experience as enjoyable as possible. So, we have marked the prices clearly on ALL of our Pre-Owned vehicles. We believe in giving you a fair price up front so I don't have to go back and forth with my manager, multiple times, to get you the exact same price. Does that make sense?
Customer:"Does that mean the prices are non-negotiable?"

Depending on the vehicle, there may be some wiggle room, but if you are thinking thousands then purhaps we should look at another vehicle. Actually, some of our vehicles have been discounted so drastically they ARE non-negotiable. Our customers have told us that they simply do not like the "games" and haggling that other dealers play, especially when it comes to Used Cars.
Customer: How do you decide what is a fair "Market Price"?

That is a great question! It starts online. We have a computer program that shows us what competitive vehicles are selling for based on condition, miles and options in our area. Then we look to see how long a vehicle has been here and once we gather all of that information, the computer tells us what a fair price would be for that vehicle.
Rebuttal #2
Absolutely Mr./Ms. Smith! But please let me ask you this: Other than price, is there anything else preventing you from buying this vehicle today?
The price question is often the STATED OBJECTION, however it quite possibly
may not be the REAL objection. The customer's response to this question will tell you whether you are actually at the PRICE stage or if there is more work to be done.
Rebuttal #3
Certainly, Mr./Ms. Jones! I am on your side, I want you to get the Best Deal Possible! Now, before I go to work on my Sales Manager, if we come to terms on the numbers, are you prepared to drive this vehicle home today?
Again, the price question is often the STATED OBJECTION, however it quite possibly may not be the REAL objection. The customer's response to this question will tell you whether you are actually at the PRICE stage or if there is more work to be done.
Rebuttal #4
Yes Sir/Ma'am! Being confident that you have not overpaid for a vehicle is VERY important. I will tell you this, If I couldn't give you the absolute BEST DEAL on this vehicle I would NEVER expect you to buy it from me. Now, assuming we come to terms, where is the first place you will be driving your new vehicle to show it off?

3. I Need To Speak With My Spouse

Rebuttal #1
Absolutely Mr./Ms. Smith! I know my wife would need to give the okay on such a purchase. Is she available? (if yes)Let's hop in the car and go show it to her RIGHT NOW! (if no) Alright Mr./Ms. Smith, other than him/her seeing the vehicle, is there ANYTHING ELSE that would prevent you from taking this car home today?
If there are other "things" you are not done. If there are no other "things", and you believe the person in front of you whole heartily supports the buying of the vehicle, BCA them in the car.
There are no other rebuttals here. If there is a spouse, they must be involved, one way or another.

4. I Didn't Bring My Trade

Rebuttal #1
Absolutely Mr./Ms. Smith! But please let me ask you this: Other than your trade-in's value, is there anything else preventing you from buying this vehicle today?
The "trade is not here" is often the STATED OBJECTION, however it quite possibly
may not be the REAL objection. The customer's response to this question will tell you whether your customer is actually ready to buy or if there is more work to be done. If the customer states that their "trade not being here" is absolutely the ONLY thing stopping business at this point, then the response is: "GREAT! Let's go get it!". If this is impossible (wife-son-daughter have it hours away, it is in the body shop getting painted, or any reason that makes it impossible to go get, then, work the deal

sight-unseen.

"What do you think your vehicle is worth? How did you get to that number? How many miles? Can we run a CarFax? Do you have maintenance records? When was the last time you purchased tires? On a scale of 1-10 how would you rate your car mechanically Cosmetically? Based upon the information YOU have provided to me, if we can come to terms on a number for your trade, are you ready to do business TODAY?"
Again, There are no other rebuttals here. Generally, we will HAVE to see the trade to finalize the deal.

5. I Saw It Cheaper Somewhere Else

Rebuttal #1
Normally this customer statement is a lie or defense mechanism. If it is determined to be such go to the "What is your BEST price" rebuttals. However, it is occasionally a legitimate objection, in which case:
WOW Mr./Ms. Smith, I can see that you have REALLY done your homework here. Nobody could accuse you of being impulsive! I cannot speak for the vehicles found on other lots or in other towns, I can only represent a vehicle that I have in inventory here, RIGHT NOW. The car business is very complicated. I think the first thing I would ask myself is, "is that other vehicle EXACTLY THE SAME as this vehicle, the one you have already told me you are ready to drive home if we can agree to terms?" Is it the same year, make and model? Is it the same trim level package Does it have exactly the same options? How many miles were on it? What did the CarFax look like? Who owned it before? How was it cared for? Was it fully serviced before they placed it on the lot? Has it been Certified? Was it the Color you want? (Finally) Why didn't you purchase that CHEAP vehicle there?
The answers to these questions will guide you as to how to proceed. Even in the very rare instance where a customer has found THE EXACT same vehicle that is proveably cheaper, there are plenty of other things to sell. Yourself, the dealership, our financing, the trade value, add-on fees, proximity, reputation, and convenience. These things have value! NEVER DROP YOUR PANTS and don't bad-mouth other retailers.

6. I don't want to test drive.

Often this objection is more a symptom of poor salesmanship. The salesman has not done a proper job of fact-finding and rapport building and has failed to do a strong walk-around presentation. A demo drive is the natural and logical next step if the sales process has been followed. However, for the sake of this exercise we will assume we have that rare 1% that has gone through the proces and still refuses to test drive the vehicle.
Rebuttal #1
I understand Mr./Ms. Smith, when you see a car that is NEW (is in this great of condition *used*), it is probably safe to assume that it will be in excellent mechanical condition. However, the automobile industry has advanced by leaps and bounds over the last few years. There are options on cars now that may surprise you and cannot properly be demonstrated on a parked car. Buckle that seat belt, I will get us rolling.
Rebuttal #2
I completely understand Mr./Ms. Smith. I have heard of people who feel the exact same way! They felt like there was nothing to gain by driving a vehicle they have not yet purchased. However, most of my customers have found that by actually driving the vehicle they get a better feel for the road and a greater understanding of new breaking systems, crash avoidance technology, back-up sensors and cameras as well as ergonomic and entertainment features like the telescoping steering column, adjustable pedals, satellite radio, and personal synchronization features that let you use electronics devices like your cell phone and iPod, hands-free, while driving down the road!
Rebuttal #3
I understand exactly how you feel Mr./Ms. Jones! I used to feel the same way. Let's look at it like a pair of shoes. I wear a size 11 shoe. I have worn a size 11 shoe for 30 years. When I go to the shoe store I always go to the size 11 rack because I know, I wear size 11 shoes! Once in a great while, however, I am in a hurry and I just buy a pair of size 11 shoes and run to the check out because I am in a hurry. It NEVER FAILS, if I do not TRY ON the shoes they hurt my feet so bad, I can never wear them! Do you try on your shoes before you purchase them? Alright then! I REFUSE to sell you a car that will hurt your feet! Buckle up that safety belt!

7. I need to check with my bank on rates.

Rebuttal #1
Absolutely Mr./Ms. Smith! In fact we may have YOUR Bank's Rates right here! Our Business Office has done an outstanding job of building relationships with both local and national banks. Sometimes they can actually get a better financial package that YOU CAN at the same bank you have done business with for years! So, WORST CASE SCENARIO, Our Business Office gets you an amazing finacial package and you somehow find a way to do better!
Rebuttal #2 Works for majority of customers with little to no cash down or are upside-down in a trade. I understand completely! Keep in mind however, banks normally require a 20% investment from their customers in order to approve a loan. Obviously Sir/Ma'am with us carrying over $2753.00 from your last automobile and no cash down, you are a long way from 20% down. The great thing about using our Business Office is that we deal in volume. This means that, because of our strong bank relationships, we can often give our customers very competitive financial packages and get the substantial down-payment requirements waved! So, if we can get your financing handled AND not require you to put more of your hard earned cash down, doesn't it make more sense to give us a shot?
Rebuttal #2 Works for the minority of customers with strong financial backgrounds, large down payments or good trade equity. I agree with you 100% Mr./Ms. Smith! You have handled your business dealings impeccably from the very first time I spoke with you. You did your research, did your comparisons and spoke with other dealers to insure you were getting a great deal on your vehicle! I would expect no less on the financial aspect of our dealings. Doesn't it make sense to do the same due diligence and see what our Business Office has to offer vs. your local bank?
Read more…

Year End Questions

Look at each of these questions and answer them with an action plan. Follow that plan and , like many others, you will guarantee your own success. Here we go...

What are you going to do to improve your industry and product knowledge in 2013?

How many inactive customers will you receive and turn into regular customers again?

What do you need to do to make that happen?

How many new customers will you bring in this year?

How do you plan to do that, specifically?

What will you do to improve your physical health in 2013?

What, specifically, are your sales and production goals for 213?

How does that break down into quarterly and monthly goals?

How much more money will you make in 2013?

How will that happen?

What will you need to do today to take the first steps in that direction?

What will you need to do to increase THAT number by an additional 10%?

What are you going to do every day to keep your attitude at a high level?

How much time are you going to spend daily to improve your own sales skills?

What will you do?

How many referrals/leads did you get in 2012?

How did you get them?

From whom?

What will you do to turn them into sales?

In which areas will you improve your personal, family and spiritual life?

How are you going to maximize the use of your time? 

Where will you cut out the time-wasters in each day?

What have you been putting off that you will take care of within the next two weeks?

Who can you help to feel special every day?

What challenge, wish or desire, that you've never attempted before, will you finally achieve in 2013?

How will you do that?

Why?

Where are you going to write all of this down so you can review and revise your plans regularly?

What will it LOOK like when you accomplish everything you've just been thinking about?

How good will it FEEL?

What will it SOUND like when you achieve these things?

Can you SMELL it?

Can you TASTE it?

Why COULDN'T you do all of this?

Any answer to that last one is not a reason, but rather a self-imposed limitation, excuse, or lack of desire or effort. The biggest deterrent to success looks us in the mirror every day. Now, go out and plan to have...no COMMIT to have...YOUR BEST YEAR EVER IN 2013!

Read more…

Time - LA Williams

This time on our glorious planet is the most exciting time in history. We are going to see and experience the impossible becoming possible in every field of human endeavor and on every subject. As we let go of all thoughts of limitation, know that we are unlimited. We will experience the limitless magnificence of humankind, expressed through sport, health, art, technology, science, and every single field of creation.

Read more…

3 Minute Book - Part 2

Why do we need a goal? The answer to this question touches on the deepest, most basic need in humans: purpose. It is the why, the drive, and the reason for doing what you do. The purpose of having a goal is that it gives you a reason to keep playing the game of life. When you get down to the basics, it gives your life meaning. It is necessary if you want to keep moving forward. If you're not moving forward, you might as well pack it in and accept mediocrity.

Read more…

Recipe for Life - LA Williams


Assume there are no universal mistakes. Life with a capital "L" has given you all the ingredients you need to bake a perfect cake. It comes pre-loaded with all the supplies necessary for you to create a masterpiece or a pile of trash that your dog won't even eat. The deciding factor - the art and the artist...YOU. Make a conscious decision about what you will do with what you have been given. Make your life a masterpiece and share it with the world.

Read more…

3 Minute Book - Part 1

You should let your imagination go wild with a Vision Board, and place pictures of all the things you want. You should include pictures of how you want your life to be. Make sure you put the Vision Board in a place where you see it and look at it every day. Feel the feelings of having those things now. As you receive, and feel gratitude for receiving, you can remove pictures and add new ones. This is a wonderful way to introduce children to the law of attraction.

Read more…

True leadership isn't something granted with a fancy title. The privilege to call yourself a leader involves adhering to a model of intelligence, honesty, creativeness, confidence, drive, and courageousness. Take command with our 6 leadership aspects and commit now to a promise of true and generous leadership.  

Read more…

To Script Or Not To Script

How important are scripts? 

Any time I hear a sales trainer, manager, or a rep demean the use of scripts, they lose credibility with me. Sometimes the problem is in their definition and perception of a script, which usually has more to do with the delivery, such as reading something in a monotone voice. In that case, I agree. Kids like to be read to, adults don't. 

I suggest you look at a script like an actor, and deliver it the same way. Otherwise, "winging it" and generally being unprepared usually yields horrible results. It's actually kind of a contradiction. Many people who don't like scripts feel that way because they say scripts cause a person to sound like a doofus. Well, what happens when someone gets on a call, unprepared, rambles, stutters and stammers? What exactly do they sound like? Really. If you are able to prepare for what you'll say, and then edit, practice, and fine-tune it, why wouldn't you? 

You wouldn't turn in a rough draft if you were going to write a very high-profile article in your industry publication would you? Well, a rough draft is precisely what you deliver when you aren't totally prepared on calls. Every day, salespeople insist on diving blindly into calls, and puking all over themselves with the first words that come to mind. Would a surgeon walk into an operating room, slap on the gloves and say, "OK, give me the knife. By the way, what are we doing with this guy?" Would a lawyer dash enter a trial, pop open a briefcase, begin an opening argument, then turn and whisper to the client, "What are we working on here again?" In either case, I hope not.

Let's grade your level of preparedness as of right now in each of these areas.


Screeners and Assistants

Can you instantly provide a response to the question, "What is this in reference to?" And I mean a good, results-oriented answer, not one that gets you screened out. 

Opening Statements and Voice Mail

These most certainly need to be prepared, word-for-word.

 Early Resistance

Ever hear, "I'm not interested," at the beginning of a call? Are you able to breeze past this reflex response--which isn't a real objection, by the way-- and engage them in conversation, moving them to a state of interest and curiosity? 

Unexpected Answers to Questions

We're all able to build sales momentum when they follow the script we'd like ... answering questions with the positive, interest-filled responses that lead to our objective. But what about the ones we DON'T want? The ones that resemble a hard-drive crash, wiping away all of your memory. 

Real Objections

Too many sales reps dread objections because they feel that to deal with them they must "overcome" them with a canned, argumentative answer. Those types of "rebuttals" actually throw gasoline on the fire. Instead, we must be prepared with questions.

 

In each of these areas, I recommend the same prescription for excellence: work and preparation. There's no easy way to sound smooth. It is said that "Beauty is in the eye of the beholder" well..."Scripts are in the mouth of the deliverer". James Earl Jones could deliver a script and Earl James Jones could deliver that same script and you'd experience totally different effects. A sales rep told me at a recent training seminar, "You make it look so easy, coming up with quick answers. How do you do it?" Oh, it was easy, I told him. After almost 700 sales training presentations, thousands of sales calls, and thousands of hours of writing, reading, and practicing, it just comes naturally. See? No one is naturally smooth, although almost everyone can sound that way. But we must be un-smooth and uncomfortable first. 

What baby do you know that comes out of the womb walking and speaking as you have the ability to do now.  It takes most of them about a year or two or three just to get down the basics. If you want to raise yourself to the next level, go back to the basics and beyond. 

ACTION STEP

Lock yourself in a room with a pad of paper. Begin by writing out the headings above, and any other difficult situations you encounter. Then, stretch, knead, and rack your mind until you create word-for-word statements, responses and questions you're comfortable with. (Members, go to the archives of www.AutomotiveInternetSales.com to get examples to work from. Not a member? Sign up for a test drive.) Then, go to the next level. Like a military strategist preparing for all possible scenarios, brainstorm for their possible responses. Keep repeating the process. Then practice it out loud. Role play with a partner. 

Recite--don't read--into a recorder.  

What's great about this is that the more you practice, the better you become, which means better results. Which means you have more fun on calls. Which also means you're more confident. And people will be saying about you, "You sound so smooth! You're a natural." Thanks to your scripts.  

Remember, neither Roam or Beyoncé was created in a day. 

Continue having your best week ever!

Read more…

The great teacher Neville Goddard offered the following process in 1954 in a lecture entitled "The Pruning Shears of Revision." Every day, before you go to sleep, think through the events of the day. If any events or moments did not go the way you wanted, replay them in your mind in a way that thrills you. As you recreate those events in your mind exactly as you want, you are cleaning up your frequency from the day and you are emitting a new signal and frequency for tomorrow. You have intentionally created new pictures for your future. It is never too late to change the pictures.

 

Read more…

I want to let you in on a secret to The Secret. The shortcut to anything you want in your life is to BE and FEEL happy now. It is the fastest way to bring money and anything else you want into your life. Focus on radiating out into the Universe those feelings of joy and happiness. When you do that, you will attract back to you all things that bring you joy and happiness, which will not only include an abundance of money, but everything else you are wanting.

Read more…

 

 

Rational Versus Organic Approach to Problem Solving

Rational

A person with this preference often prefers using a comprehensive and logical approach similar to the guidelines in the above section. For example, the rational approach, described below, is often used when addressing large, complex matters in strategic planning.

Define the problem.
Examine all potential causes for the problem.
Identify all alternatives to resolve the problem.
Carefully select an alternative.
Develop an orderly implementation plan to implement that best alternative.
Carefully monitor implementation of the plan.
Verify if the problem has been resolved or not.
A major advantage of this approach is that it gives a strong sense of order in an otherwise chaotic situation and provides a common frame of reference from which people can communicate in the situation. A major disadvantage of this approach is that it can take a long time to finish. Some people might argue, too, that the world is much too chaotic for the rational approach to be useful.

Organic

Some people assert that the dynamics of organizations and people are not nearly so mechanistic as to be improved by solving one problem after another. Often, the quality of an organization or life comes from how one handles being “on the road” itself, rather than the “arriving at the destination.” The quality comes from the ongoing process of trying, rather than from having fixed a lot of problems. For many people it is an approach to organizational consulting. The following quote is often used when explaining the organic (or holistic) approach to problem solving.

“All the greatest and most important problems in life are fundamentally insoluble … They can never be solved, but only outgrown. This “outgrowing” proves on further investigation to require a new level of consciousness. Some higher or wider interest appeared on the horizon and through this broadening of outlook, the insoluble lost its urgency. It was not solved logically in its own terms, but faded when confronted with a new and stronger life urge.”
From Jung, Carl, Psychological Types (Pantheon Books

Read more…

 

November 5, 2012 – Right Now
"'Now' is the operative word. Everything you put in your way is just a method of putting off the hour when you could actually be doing your dream. You don't need endless time and perfect conditions. Do it now. Do it today. Do it for twenty minutes and watch your heart start beating."~Barbara Sher~

"The world is a dangerous place, not because of those who do evil, but because of those who look on and do nothing."~Albert Einstein~

"Some of us need to discover that we will not begin to live more fully until we have the courage to do and see and taste and experience much less than usual ... And for a man who has let himself be drawn completely out of himself by his activity, nothing is more difficult than to sit still and rest, doing nothing at all. The very act of resting is the hardest and most courageous act he can perform." ~Thomas Merton~

APPOINTMENTS Today: 17+
Minimum Phone Calls Per ISC/hr: 15+

Minimum Emails Per ISC/hr: 15+

APPOINTMENTS PER ISC: 4

Hint of the Day: What are you doing right now to be more effective than you were yesterday? Don’t Settle.

Read more…

 

Every night before you fall asleep, give heartfelt thanks for the wonderful day you just had (no matter what kind of day you had). Think about the next day, and intend that it is going to be wonderful. Intend that it is going to be the best day of your life. Intend that it is going to be filled with love and joy. Intend that all good is coming to you and everything is going to flow perfectly, etc. Then when you wake in the morning, BEFORE you get out of bed, again declare your intentions for the day and give deep thanks as though you have received them all. As you do this, you will begin to create your life deliberately, and you will experience firsthand the power that is within you to create the life you want.

 

Read more…

 

Yes. LA really is blind. I guess he is trying to study through osmosis. That's dedication! Do you ever feel like this? If your department seems to be lacking something or isn't making the numbers you hoped, contact Dealer Synergy. Dealer Synergy provides the RIGHT tools for Internet Departments to be successful!

Read more…

Today the internet is playing a bigger role than ever before in marketing cars. Research and statistics have proven that internet shopping has become more popular than flipping through pages of a catalog or a news paper. There are a variety of websites out there, such as www.cars.com, www.vehix.com, and www.carsdirect.com, whose purpose is to attract people who are shopping for vehicles. With the purpose of distributing the leads to dealerships, each dealership also has its own website to provide information about the dealerships vehicle inventory, employees, reputation, etc. What separates your website from your competitors? Is it your websites inventory? Is it your company’s reputation?

The bottom line is this...Internet Leads are here to stay regardless how your website looks or how easy it is for the customer to find what they are looking for. The challenges of building rapport with an internet lead are much more difficult compared to that phone call lead. Your company’s website has to be one step ahead of your competitors. Lead follow up must be ten times faster than your competitors. Your internet department must be tight, well organized, have a process that is proven to work and more important, your internet department must be properly managed.


Call me at 866.314.2553 EXT24 for a free consaultation on just how to do these things.  Done correctly, you will sell more cars, more profitably, more often.

 

Read more…

 

"Fear" is afraid of everything because Fear can only see itself in everything.  Fear fails to account for many of the things that are really taking place in the form of circumstances.  These "road blocks" will always present themselves, but they do not have to represent an end in the road.  When you climb one hill or mountain, I promise there will always be a bigger hill or mountain waiting!  How you attack each climb will ultimately define you.  Equally, how you runaway  will also define you.

 

Read more…

SPONSORS