You don’t need me to tell you that times are not as good as they have been in the past.  The silver lining in this cloud is that a our areas of improvement are now glaringly apparent for both salespeople and sales managers.  Since the direction in most dealerships is a top-down issue, we’ll focus on the managers in this discussion.

Let’s take a look at a typical desk manager’s daily routine… Read more…

For Managers desk manager, low ball, managers, negotiate, roam the lot, roll play, salespeole turnover, training

Do customers at your dealership hallucinate?  Please don’t misunderstand, I’m not implying your customers are on on drugs (but some are!).  Merriam-Webster dictionary says to hallucinate means “to affect with visions or imaginary perceptions”.  I’m not sure about your customers, but it’s a very accurate description of what my customers do when placing a value on their trade-in vehicles! Read more…

For Salespeople car business, CSI, dealership, down payment, fear, gross profits, hallucinations, negotiate, salespeople, trade, trade appraisal, trade evaluation sheet, trade-in, video