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Your Salespeople Are Being Outsold

Customers are better educated than ever, but that's no excuse for an embarrassing lack of professionalism and product knowledge.

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What Are You Teaching?

Dealers can be good teachers or bad teachers, and their influence on employees extends well beyond the showroom walls.

High PVR: Fake News or Great News

Dealers have become accustomed to dismissing claims of $1,500 per copy as ‘fake news,’ but that figure might not be as far out of reach as you think.

Staying Fit on Dealer Hours

G.P. has practical tips for those who agree that physical fitness affects your attitude and aptitude.

VR Could Solve the Learning Riddle

Top trainer explores the world of virtual reality, which could one day create a ‘batting cage’ in which green peas would role-play scripts and engage in back-and-forth dialogues with simulated customers — all in the privacy of their own imaginations.

Stop Paying to Sell

Sales manager Joel Gordon makes a three-part argument for abandoning your commission-only pay plan. Learn how guaranteed income creates a wider and deeper talent pool, smooths out the hills and valleys of success, and acknowledges the realities of auto retail in the 21st Century.

How to Perfect the Walkaround

A properly executed walkaround is still the most effective tool for building trust, creating an emotional connection to the vehicle, and closing the sale.

Great Coaches Build Winning Teams

The CFP National Championship was more than a football game. It was a contest between ‘The Process’ and ‘All In,’ the personal leadership philosophies of head coaches Nick Saban and Dabo Swinney.

Develop Good Habits and Dominate in 2017

It’s a new year and a great time to sharpen your dealer skillset. Top trainer lays out a five-step plan.

3 Keys to Millennial Training

Dealers are using relatable content, brevity, and new technology to design new training modules for their youngest staffers.