How Ricky Bobby Will Fix Your Service Retention Problem
You may be wondering what the movie Talladega Nights has to do with running an excellent Service BDC. The connection goes a little deeper than NASCAR. I am about to make some of your heads spin. I...
View ArticlePay for the Performance You Want and Stop Overthinking “Internet Sales”
The perception of internet sales for many dealers and traditional sales managers is that it’s still a confusing area best left to those who are more technologically proficient. Moreover, industry...
View ArticleInternet Teams and BDCs Must be Managed Like Call Centers
Because so many dealers and traditional sales managers continue to look at their internet department as this mysterious group of ex-Dungeons and Dragons players who too closely resemble the graduating...
View ArticleStricter Rules Drive Higher Sales
While so many dealers in the 20 groups I address still look upon their internet sales efforts with a bit of shock and awe, the truth is that internet sales are not just relatively easy to master;...
View ArticleHow to Nurture High Funnel Leads Without Gutting Your BDC
Forward-thinking dealerships can prioritize the low-funnel buyer while building a lead nurture infrastructure to engage potential buyers still high up the funnel. A balanced approach to these two types...
View ArticleHere are 15 Great BDC Templates to Steal!
Automotive BDC templates are critical to efficiency. Your BDC’s templates should include both word tracks for phone calls and full email templates. If you have strong templates and a BDC that utilizes...
View ArticleAssumptive Selling
Assumptive Selling Certainly, you’ve heard the saying: When you assume, you make an ass out of ‘u’ and ‘me.’ Cute, even funny… but not at all applicable in sales. Not today. The typical car buyer today...
View ArticleInternet vs. Floor volume 57
This is a rant. It pisses me off to still see the sales floor referring to Internet customers and forms from the website as “Internet Department” things. When you still hear sales agents say “oh,...
View ArticleTraining customers to ignore your emails
If you ask your Internet leads for a phone number before answering their question or providing a price, you’re doing it wrong. And how many damn times do you need to be told this 101 crap? That’s my...
View ArticleCommon BDC Questions from the Community
The prospect of the automotive business development center is appealing, with the promise of an appointment generation machine that will supercharge your sales floor. That said, building and sustaining...
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