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Sales

Serve – Help – Solve

Learn to effectively serve, help and solve, and increase your personal performance and that of your team while building lasting relationships in and outside of the store.

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Leads: New Value, Different Strategy

It is critical to look at what happens with your sales team once a lead is submitted. Meet the consumers where they are and you’ll see the sales roll in.

Data-Driven Tips For Selling to Customers from Gen Z to Baby Boomers

While age and demographics can give you a good starting point for selling, they won’t tell you everything. Knowing more about your customer is a major advantage as customers become more accustomed to not only personalization, but the speed and convenience it affords the sales process.

Data Privacy in Automotive: How the CCPA Will Impact the Industry

As car shoppers enter their personal information in web forms in search of the best offer, it’s important for dealers to have clear guidelines on data they collect.

Manheim Expands Its Mobile Auction Network Local Inventory

Mobile auction network hosts 45 sales per month, with dealers averaging a 63% sales efficiency rate based on Manheim data.

What’s Your Currency in the New Reality?

Considering the dealer’s ‘new’ reality with their customers, how can F&I providers and agents help their dealer-clients uniquely solve a significant problem or innovate a new opportunity?

The Latest Target-Marketing Resources Can Improve the Effectiveness of Your Holiday Incentives

With proper strategies in place, dealers can better leverage today’s advanced target-marketing resources to make the most of their holiday shopping incentives and offers this end-of-year season.

Sell the Experience

The goal should always be to listen and understand your customers better, not just to present a menu and overcome an objection.

COVID-19 Market Insights

Black Book recently published an update to their weekly COVID-19 Market Insights.

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Post-COVID Impacts on Car Dealerships

As car dealerships continue to tackle the difficulties of the pandemic, it is important to also acknowledge the ways in which this transformation has moved the needle forward.