Listening, the “Lost Art”

Listening, the “Lost Art”

For all of the questions in the world, if we aren’t listening to the answers, and if the person answering doesn’t perceive that we are listening, it’ll all be for nothing. The International Listening Association has performed more than 35 research studies.  Those...
Eliminate Your Sales BDC – There is a Better Way

Eliminate Your Sales BDC – There is a Better Way

BDCs (Business Development Centers) have been in our industry for many, many years. However, in my humble opinion, now is the time for us to collectively do something differently. BDCs have tried and failed more times than probably any other process in the car...
The Inbound Sales Call WHAT NOT TO SAY ON THE PHONE UP

The Inbound Sales Call WHAT NOT TO SAY ON THE PHONE UP

In our last article we made our case for phone training in the car dealership. Salespeople are at a huge disadvantage if they are not offered some kind of instruction on how to speak effectively to potential customers on the telephones. After all, in this the Internet...