• Car salesperson closing techniques

    Car salesperson closing techniques

    Car sales is a very different game to what it was even as recently as a couple of years ago.  Customers have so many methods of buying a car nowadays and the information they need is at their fingertips. This means that the role of the car salesperson has changed from selling a car to

  • Why automotive consultancy may be the answer in gifting senior management more time

    Why automotive consultancy may be the answer in gifting senior management more time

    Now that we seem to be emerging from the threats and pressures of the pandemic, car dealers, like most of us, are coming to terms with the existential threat of war in Ukraine and the long-term ambitions of Putin and the possible macro-economic effect of his actions. Business leaders appear to be lurching from one crisis

  • Returning your car dealership staff after furlough
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    Returning your car dealership staff after furlough

    The National Franchised Dealer’s Association (NFDA) recently published some of the findings from its latest post-lockdown automotive retail survey which showed that only 35% of dealerships had completed the return of all their staff to work following the COVID-19 lockdown period. With the end to the Government furlough scheme in sight, the time is fast approaching for the remaining 65% of dealerships to make a decision on the future of their remaining furloughed staff, and for those lucky enough to have a job to return to, how best to reintegrate them after a lengthy absence.

  • Successful car dealerships start with nurturing their teams
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    Successful car dealerships start with nurturing their teams

    More than ever businesses are looking to drive the best possible performances from their teams.  Some are trying to deliver a budget performance on a smaller than budget headcount, a metaphorical quart from a pint pot.  In the current climate this is perfectly understandable, we all need to manage cost and optimise revenue.  But how do you know if your team are as productive and effective as possible?

  • Should used car dealers go to “prep” school?
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    Should used car dealers go to “prep” school?

    Since the return back to work in June, car dealers are enjoying high levels of used car activity attracting enquiries from existing customers as well as new customers, some of whom are looking for mobility in order to avoid public transport. Add to this the customers who have decided not to go on holiday this year, but to spend their saved holiday money on a car upgrade and you have a buoyant used car market.

  • Why does prospecting cause your car sales executives’ hearts to sink?
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    Why does prospecting cause your car sales executives’ hearts to sink?

    Have you ever wondered why the word ‘prospecting’ causes Sales Executive’s hearts to sink? In this age of digital marketing and social media, the traditional mediums of press and radio seem to have become something of an anachronism for car dealers, despite the modern alternatives being just as expensive and just as difficult to evaluate in terms of enquiries generated.

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