Your price is too high!” “It costs too much!” “I can get a better price from a dealership down the road.” “You’re going to have to do better than that.” Objections are a natural part of the selling process. Do not be terrified of objections; embrace them. As you work with a prospect, understand that as he begins to move from thinking about a purchase to having a genuine interest in buying, it is only [...]
It doesn’t take a rocket scientist to see that men and women are different. Women make or influence, over 80% of all consumer purchases, and spend about $5 trillion annually! So, how do you close these sales? You must first understand the factors that play into a woman spending her money with your business. The biggest factor? Trust. Within the first 8 seconds of meeting someone, a woman will know if she is or isn’t going to [...]
When selling, I have always found it useful to have a process in place to help determine if a prospect is someone I can truly turn into a customer. Every prospect I meet must seriously qualify me enough to invest my time. While you will find situations where a prospect doesn’t meet all your qualifying criteria, that doesn’t mean you simply blow off the prospect as being unimportant. In those situations, continue to spend a little [...]
When we need to hire someone here at BCI, it can often feel very overwhelming. I don’t know if we are anything like you, but when we get to the point of hiring, we are typically desperately in need of another person, and it is tempting to just want to fill the position with a person who has a pulse and will show up regularly. We have learned the hard way that while it is tempting [...]
The hiring process can feel like a lengthy process, but now you are ready to sit down and interview those who have answered your ads! So, what are you going to ask them? In addition to job skill, what is it that you need them to bring to the job? Is it a good attitude, a relatable personality, or the ability to stay highly focused with excellent follow through? Take time to write out the questions [...]
You have worked through writing out a comprehensive job description, now how do you find that potential new employee? Where you post your "Now Hiring" Ad is important. Here are 3 ways you can market your job opening: on the internet & social media, physical signs & notices, and through print avenues like newspapers and magazines. The internet and social media pages. The internet & social media is at the top of our list and [...]
Working with businesses across the country, we have seen every form of training imaginable. While each dealerships’ training process is different, all successful businesses have incorporated three things into their training programs: Consistency: Variety may be the spice of life, but consistency pays the bills. Having a repeatable training program is key to the long-term sustainability of a dealership. If your Training Plan is dependent upon one or two experienced people to train new employees, you’re [...]
Within your company, a manager or owner most likely trains new staff members on what they need to know, but how do you extend your own knowledge to your staff? In this generation, training seminars and conferences are a very popular way to train employees. With a hands on approach from a professional in the industry, attendees are given an education that cannot be replicated in house. Also, who doesn't like the opportunity to get to know and [...]
Webinars are the answer to many problems in the training world. These easy to use classes that create a fun and engaging way to deliver complex information. It is not necessary for everyone to be in the same place for this training, as users just have to have internet access to sign in. As a whole, webinars are a cost-friendly and effective way to train employees. When trying to convey information, it is vital to [...]
Parts inventory should be one of the simplest areas to manage, but, like golf, simple doesn’t always mean easy. For starters, most dealers have way too many parts on hand. Years ago, when transportation wasn’t what it is today and manufacturers were not as efficient, it might have taken 30 days to get the parts needed to do repairs. As a result, dealers had to carry a high inventory level to ensure they had what [...]
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