Tag Archives: dealership leadership

Prospecting_For_New_Customers_A_Lost_Art

As a salesperson, do you wait for leads and ups, or do you go out and actively prospecting for new customers?  No matter how great a salesperson you are, sales is a numbers game. If you want to sell more, you need to talk to more people. If you aren’t talking to enough people, you need to prospect. I believe that for the most part, prospecting for new customers is a lost art.

In today’s world, many salespeople believe that posting on social media constitutes prospecting. Although it could be considered a form of prospecting, it’s not nearly enough. Nothing beats genuine, in-person connections. Prospecting is the art of cultivating mutually beneficial relationships, which means you should not be prospecting just so you can make sales. That will happen as a byproduct, but it’s not your goal.

Prospecting is really about making friends—lots and lots of friends, and treating them well. Here are a few tips.
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Bill Wittenmyer reveals 5 Tips Managing Dealership Teams

When you’re responsible for managing employees, it’s important not to slip into a habit of managing with emails. Your employees are your team. Imagine if a football coach emailed a game plan to his players instead of reviewing it with them in person. It’s hard to get excited or motivated when you’re simply reading words.

In psychology, it’s generally agreed that 55 percent of communications is body language, and 38 percent is the tone of voice.  Only seven percent of communication lies in the actual words we say.  Emails and text, although incredibly useful for many reasons, are pretty ineffective at conveying emotion, clarifying strategies and for making sure your team members are all on the same page. A single two-sentence email can be interpreted in several ways.

Most managers know this, of course. They hold weekly meetings to discuss numbers, goals and strategies. In addition to the requisite meetings, I recommend a few best practices to help build a strong team bond: Read More