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http://www.InternetSales20Group.com/ (267) 319-6776

Todd Dearborn, Vice President of Cars Direct, will be presenting the very best practices in working with the Subprime consumer. Special Finance is a growing portion of every dealers business and we're going to talk to you about lenders, inventory, and the best ways to maximize your potential when it comes to the digital consumer who is credit challenged. You can learn from Todd and many other industry experts at the Internet Sales 20 Group 10 in Philadelphia, PA on July 10-12!

To sign up, visit http://www.InternetSales20Group.com/ or call (267) 319-6776!

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http://www.BradleyOnDemand.com/ 856-546-2440

Everyone Should Have A Pricing Process - Make Money Mondays - Special Edition

In this week's Episode of Make Money Mondays Special Edition, Toni Anne Fardette, Business Development Director of the Atlantic Auto Group and The Billion Dollar Girl, explains how to handle customers who go into your dealership and ask for pricing. You need to know the difference between price shopper and someone who is asking general questions. It is very important that you train your people on scripts on how to handle customers who only ask about price.

If you like Make Money Mondays, you will love Bradley On Demand: http://www.BradleyOnDemand.com/
856-546-2440

For more information about Dealer Synergy, visit http://www.DealerSynergy.com/

Sign up now for the next Internet Sales 20 Group in Philadelphia July 10-12th!
http://internetsales20group.com

If you have any questions, call or text Sean on his cell 267-319-6776.

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Start Protecting Your Content

Someone reposted your Facebook video? Now you can take some of their ad dollars.

Facebook Rights Manager has been live for quite a while, but many are unfamiliar with it and how it's constantly trying to evolve to support online content and the rights they have. This week on Hard Facts, learn how to take control of your content.

We’d love to hear what you have to say. Comment below and follow us on Facebook.

Website: http://www.ppadv.com

Facebook: http://www.facebook.com/PotratzAdvert...

Twitter: http://www.twitter.com/Potratz

Instagram: @Potratz

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According to Autodata,17.6 million new vehicles were sold last year, setting a record for cars and trucks. One distinct group of consumers contributed an estimate 8.0 million units to that total: women buyers.

Dealers seeking to sell more to this critical market segment can start taking new actions and, in the process, collect data to improve the purchasing, service drive and shopping experiences for this powerful buyer.

By the Numbers
From our 2017 US Women’s Car Dealership Report, game changing data offers a new view of the car buying experience for brands rated and ranked by 4,653 women when ‘purchasing’ at their dealership.

  • Optimizing Sales – 54% go to 1 dealer; 46% of women shop at 3.2 dealers to find the right dealership “fit”
  • Enhancing Value Propositions – Women buy from trusted dealers with sterling reputations; 6 in 10 do not buy from the closest dealer
  • Increasing Customer Satisfaction – High Sales Advisor EQ is a No. 1 purchase motivator

Fuel for Thought Leaders
Certified Trusted Dealer satisfaction scores among women are on the rise with an outstanding cumulative score of 97.1 percent. Invariably, these stores are experiencing higher CSI, higher gross margin dollars, increased service visits, more loyalty & retention, and more reviews and better reputations.

The results are straightforward. Positive reviews from women demonstrate how car dealers are showing respect for women during the car shopping and purchase process, earning their trust, their business and long-term loyalty. It’s is a win-win.

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http://dealersynergy.com/Internet-Dir... 856-546-2440

If there is one training event that Dealers, General Managers, and Internet and BDC Directors need to attend this year, it's the Internet Director Development Workshop at the Newark Liberty International Airport Marriott in Newark, NJ on May 16 & 17! This intimate, 2-day Dealer Synergy-accredited course will immerse you in the world of Internet Sales & help you make more money for yourself and your business!

The Internet Director Development Workshop is designed to help strengthen and evolve every single facet of your Internet Department and teach you how to maximize your sales! While Day 1 covers all of the fundamentals of a powerful Internet Department, Day 2 dives deep into live-action training and full Internet Department audits, which will identify your weak points and show you how to turn them into your strongest assets!

This is a must-see event, so sign up now at http://dealersynergy.com/Internet-Dir... or call 856-546-2440!

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http://www.BradleyOnDemand.com/ 856-546-2440

In this week's Episode of Make Money Mondays Dealer Synergy's President, Sean V. Bradley explains that you must pick up the phone and dial the phone. Most people are reluctant to dial the phone and are not making the recommended number of calls each day. There is an 11-14% connection ratio on the phone, so you should be making at least 120 calls each day to sell enough appointments.

Make Money Mondays with Sean V. Bradley - Call Reluctance

If you like Make Money Mondays, you will love Bradley On Demand: http://www.BradleyOnDemand.com/
856-546-2440

For more information about Dealer Synergy, visit http://www.DealerSynergy.com/

Sign up now for the next Internet Sales 20 Group!
http://internetsales20group.com

If you have any questions, call or text Sean on his cell 267-319-6776

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Start making other people do live videos!

Ready to make your Facebook Live game even stronger? As a business, it’s important to have brand ambassadors or other individuals to help promote your products and content. With this latest Facebook update, you can do just that.

Facebook has given business pages the ability to add individuals as contributors without giving full admin access to the page. This will allow them to go live on behalf of your business page right through the Facebook app.

Watch this week’s Hard Facts to find out how to do this.

We’d love to hear what you have to say. Comment below and follow us on Facebook.

Website: http://www.ppadv.com

Facebook: http://www.facebook.com/PotratzAdvert...

Twitter: http://www.twitter.com/Potratz

Instagram: @Potratz

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http://dealersynergy.com/Internet-Dir... 856-546-2440

Are you an Internet Director who can't seem to make ends meet? Do you struggle to keep your department together and get customers in the door? Then you need to come to the Internet Director Development Workshop on May 16 & 17 at the Newark Liberty International Airport Marriott in Newark, NJ!

The Internet Director Development Workshop is designed to help Internet Directors maximize their potential and give them the tools that they need to build, manage, evolve, and lead their department to profound profitability. Moderator Sean V. Bradley, CSP will help guide you from good to great by sharing what makes or breaks an Internet Department and then take you through live training tactics to help sharpen your edge.

This is a must-see event, so sign up now at http://dealersynergy.com/Internet-Dir... or call 856-546-2440!

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http://www.BradleyOnDemand.com/ 856-546-2440

In this week's Episode of Make Money Mondays Dealer Synergy's President, Sean V. Bradley explains that you must have a diverse library of phone scripts and processes in place for any type of situation your dealership might face. While the average dealership is using the same script for inbound and outbound purchase request, you need to be intelligent and make sure you take each sale differently. Take the time to create scripts for all different types of requests.

Make Money Mondays with Sean V. Bradley - Phone Processes & Scripts

If you like Make Money Mondays, you will love Bradley On Demand: http://www.BradleyOnDemand.com/
856-546-2440

For more information about Dealer Synergy, visit http://www.DealerSynergy.com/

Sign up now for the next Internet Sales 20 Group!
http://internetsales20group.com

If you have any questions, call or text Sean on his cell 267-319-6776

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Start Tracking Your Results

Do you measure up? We spend so much money on television, radio, coupons, and other broadcasting for our marketing campaigns that we don't have a ton of attribution for.

So how do we track these results? 

On this week's Hard Facts, Samantha is giving you a tip to better measure how your campaigns are performing. By using UTM codes and Google Analytics, you'll be able to decipher where your traffic is coming from and how your campaign is performing.

We’d love to hear what you have to say. Comment below and follow us on Facebook.

Website: http://www.ppadv.com

Facebook: http://www.facebook.com/PotratzAdvert...

Twitter: http://www.twitter.com/Potratz

Instagram: @Potratz

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http://dealersynergy.com/karen-bradley

Karen Bradley, CEO of Dealer Synergy, was featured on the Autobytel Training Series Webinar April 18th, 2017. Karen is a certified FranklinCovey Trainer and Facilitator as she trains dealerships across the country.

There is a reason why “The 7 Habits of Highly Effective People” curriculum, written by the late Stephen R. Covey, is taught to over 65% of all Fortune 100 and Fortune 500 corporations. Additionally, there are over 6 Million people globally trained on the the “7 Habits”, with over 35 million book copies sold worldwide, making it the #1 non-fiction book of all time. The “7 Habits” focuses on time management, leadership, organization, communication and teaches you how to truly achieve Work / Life balance. I have spent a lot of time in dealerships and teaching this course and I cannot tell you how often I hear people say that they never have any time left over for themselves. They are used to putting themselves last. Their health has even suffered!! They eat poorly...if they eat at all and there is definitely no time for physical fitness. They work super long hours, have kids to be a parent to and even spending time with their families is difficult to accomplish. And friends? What are those?? I promise you that there is a better way. A way where you can achieve it all! Time to work and achieve objectives. Quality time for your kids. Time for your friends and especially, time for yourself! It all boils down to being effective!

If you work in a dealership, you know how chaotic it can be. Often times, it is difficult to distinguish the priorities from all of the noise. You invest 8, 10, even 12 hours of your day only to leave feeling like you got nothing accomplished. Also, it’s no secret there is a serious problem in the automotive industry with attrition! Our industry is plagued with mediocrity. You see it on the Showroom sales floor, in F&I, in Service, in the Internet Sales Dept and BDC… it’s everywhere! And if you are NOT in the automotive Industry...I’m sure you can still relate!! And this webinar is for you too! If you want to learn how to do more, be more and achieve more, you need to understand the “7 Habits of Highly Effective People” and how they can literally transform your LIFE! Register today and be well on your way to personal and professional effectiveness!

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3 Easy Ways to Meet New Customers

It’s time to start getting comfortable with being uncomfortable. So many times we avoid networking opportunities and meeting new people because it can lead to uncomfortable situations.

But, on this week’s Think Tank Tuesday, I give you 3 easy ways you can meet your new and potential customers. 

We’d love to hear what you have to say. Comment below and follow us on Facebook.

Website: http://www.ppadv.com

Facebook: http://www.facebook.com/PotratzAdvert...

Twitter: http://www.twitter.com/Potratz

Instagram: @Potratz

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http://www.BradleyOnDemand.com/ 856-546-2440

Dealers, You Need to Sharpen Your Saws- Make Money Mondays

In this week's Episode of Make Money Mondays Sean V. Bradley, CSP, President of Dealer Synergy, discusses the importance of sharpening your skills saw. You need to take the initiative and teach yourself new skills. What are you doing to self educate outside of the automotive industry? You need to self educate and break out of the comfort of your automotive "bubble".

Sign up now for Internet Sales 20 Group 10 in Philadelphia, PA July 10-12, 2017!
http://internetsales20group.com/

If you like Make Money Mondays, you will love Bradley On Demand: http://www.BradleyOnDemand.com/
856-546-2440

For more information about Dealer Synergy, visit http://www.DealerSynergy.com/

If you have any questions, call or text Sean on his cell 267-319-6776.

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http://www.InternetSales20Group.com/ (267) 319-6776

We can't wait to see you at the Internet Sales 20 Group 10 in Philadelphia, PA, July 10-12th! Toni Anne Fardette, The Billion Dollar Girl, will be joining us live from the Bahamas to throw her hat in the ring and referee the brand new King of the Ring event!

To learn more about King of the Ring and register for the chance to go home with $3,000 worth of prizes, visit http://www.InternetSales20Group.com/ or call (267) 319-6776!

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Are Women Smarter Than Men?

Are women smarter than men? On this week’s Think Tank Tuesday, I discuss leadership and communication styles with Ali and Nicole, Marketing Communications Managers at Potratz. 

See how different communication styles can affect your team, leadership, and work environment. 

We’d love to hear what you have to say. Comment below and follow us on Facebook.

Website: http://www.ppadv.com

Facebook: http://www.facebook.com/PotratzAdvert...

Twitter: http://www.twitter.com/Potratz

Instagram: @Potratz

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http://www.BradleyOnDemand.com/ 856-546-2440 

Creating a Memorable Experience in Your Showroom - Make Money Mondays

In this week's Episode of Make Money Mondays Sean V. Bradley, CSP, President of Dealer Synergy, discusses the importance of creating a memorable experience for your customers in your showroom. If an automobile is the second largest item that the average American will every buy in their entire lifetime, why wouldn't you pull out all of the stops to make sure they cherish the moment of receiving their new car? Take advantage of the resources at your fingertips and make sure your customers fall in love not only with their new car, but your dealership as well!


Sign up now for Internet Sales 20 Group 10 in Philadelphia, PA July 10-12, 2017!
http://internetsales20group.com/

If you like Make Money Mondays, you will love Bradley On Demand: http://www.BradleyOnDemand.com/ 
856-546-2440 

For more information about Dealer Synergy, visit http://www.DealerSynergy.com/

If you have any questions, call or text Sean on his cell 267-319-6776.

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Chalk this up as a win! YouTube TV has finally been released. It's something you may have heard about for a while, and now you can see it in action in California, New York, and Philly. But why is it so important for your dealership? Your YouTube ads will play on TV! 

Interesting, right?

Watch this episode of Hard Facts for more info.

We’d love to hear what you have to say. Comment below and follow us on Facebook.

Website: http://www.ppadv.com

Facebook: http://www.facebook.com/PotratzAdvert...

Twitter: http://www.twitter.com/Potratz

Instagram: @Potratz

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Stall tactics are a type of objection that don’t mean “no”, they just mean “not yet”. Sometimes they indicate our customer’s need for more information (logical) and often they tell us that our customer just isn’t comfortable moving forward yet (emotional). Stalls can be the result of not building enough value in our customer’s mind, but usually it’s nothing more than a natural response to an uncommon situation like a major buying decision. 

Unfortunately, stalls sound just like their brothers the “reflexive” objection (those that come before we’ve had time to relax our customer by building rapport) and the “condition of sale” objection (those that come at the end of the transaction and must be satisfied for the sale to occur). By far, the most common reason sales people fail at effectively handling a stall is because they only know one or two ways to handle objections and most of the strategies they do know address the “condition of sale” for closing purposes. 

To effectively handle stall tactics, we need to have responses that address both the logical stall and the emotional stall and then we need to recognized where in the sales transaction the stall appears. By taking into account the timing in which it occurs, we’ll be able to use the appropriate strategy to help make it easier for our customer to move forward through the buying process. The majority of sales are missed because the salesperson isn’t able to help the customer make it through the entire sales process, not because they didn’t have what the customer wanted.

There are many different kinds of stalls, but for our purposes now, we’ll address the objection:

I need to think about it

If this objection occurs at the transition from the lot to our office, many sales people mistakenly first use the direct question strategy: “What exactly do you need to think about?”, which is a perfectly good strategy, if our intent was to close the sale. This strategy is specifically designed to help us close the sale by narrowing it to the final objection.

However, what are we trying to do here, close the sale or get to the write up? Our intent is to make it easy for our customer to get to the next step of the sale; the write up stage. By using a closing technique here, we often force our customer to justify why they shouldn’t begin the negotiating process. We unwittingly hurt both our cause and our customer’s. Plus we may make our customer even more uncomfortable thus creating a bigger roadblock than it currently is.  

If this objection occurs at the transition, we should first use “Smart Decision”: 

● “Folks, at least allow me to share with you the basic numbers, that way you’ll have all the information you’ll need to make an intelligent decision. That makes sense, right?” (Wait for the answer, then say,) “Follow me.”

● “Of course you need to think about it, it’s a big decision. Come on inside with me, and allow me to give you a basic idea of the numbers involved. That way when you do think about it, you’ll have all the info you’ll need to make a smart decision. Does that make sense?” 

If this objection still exists at the transition or if it occurs after presenting the first figures, then we can use “Exactly What”:

● “If you don’t mind me asking, exactly what is it you need to think about?” (If they say, “we don’t know”, we say,) “If you did know, what would it be?” (If they still say, “we don’t know”, we say,) “But if you had to guess, what would it be?”

When our customer won’t/can’t pinpoint the roadblock to a decision, we can use “3 Ps”:

● “How long do you need to think about it folks?” (Wait for their answer, then adjust this response to their number. If they say two days, we use the number two. If they three days, we use the number three. Let’s assume they tell us “One day”, we say,) 

“Folks, whether it takes one day, one week, or one month, it’ll come down to the same three issues it does for all of us. We actually call it the three Ps. If you’ll let me share them with you, it’ll probably save you a lot of time, may I?” (Wait for their answer, then say,) 

(At this point, we are simply trying to discover what the final objection is. And since our customer is already predisposed to tell us “No”, we’ll frame the next questions to make each “no” a “yes”.)

“The first P stands for product. Is it missing some equipment?” (Wait for their answer) "Is it the wrong color?” (Wait for their answer) “Does it have too many miles?” (Wait for their answer) “Is there anything about the vehicle that you’d change?” (Wait for their answer) 

“Okay, if it’s not the first P, then it’s probably the second P and that’s the people element of your decision. Is it the dealership location that’s got you hung up?" (Wait for their answer) “Is it the dealership reputation?” (Wait for their answer) “Goodness, I hope not but did I do something to offend you” (Wait for their answer) “Is there anyone here that’s given you the impression that we wouldn’t go the extra mile to make sure you’re satisfied?” (Wait for their answer) 

“Well if it’s not the first P, and it’s not the second P, it’s got to be the third P and that’s either price or payment. Which one are you most uncomfortable with?” (When we discover what the final objection is, we address it accordingly.) 

If this objection occurs at the end of the negotiations, we use “3 Questions”:

● “At the point we’re at now, your decision comes down to three basic questions, may I share them with you?" (Wait for their answer) “Number one, does this vehicle give you what you want?” (Wait for their answer) “Number two, can you afford it?” (Wait for their answer) “Number three, am I the kind of person you want to help you with this decision and to support you through the entire ownership experience?” (Wait for their answer) “Since you’ve answered yes to all three, I just need your okay right here.”

As a last resort, we can use “Excuse Myself”:

● “After all this, if my clients are still telling me they need to think about it, what they are really politely saying to me is that they want to discuss it without some salesguy/salesgal hanging all over them. I completely understand that folks. Let me do this, let me excuse myself for a few minutes and you discuss this. When I come back I’ll make myself available to answer any final questions you may have. That way you’ll feel completely comfortable about owning your new vehicle.” (Then we quickly get out of their line of vision for about half a minute. After 30 seconds or so we get back into their line of vision but not so close as to be able to hear what they are discussing. Once they call us back in, we address either their “No thanks” or their “We’ll take it” but what they can’t tell us is they still need to think about it. Most of the time that is.)

Timing can sometimes mean everything. By having multiple strategies for each of the most common objections we encounter, and by being cognizant of the timing in which they occur, we can usually competently and confidently lead our customer through the entire buying process. 

Source: https://www.linkedin.com/pulse/how-handle-stall-tactic-i-need-think-michael-d-hargrove 

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