Alan Ram’s article “Don’t Fail Call Monitoring” featured in go.drive Dealer eNews Magazine.
Category Archives: In The News
Who remembers that scene in Glengarry Glen Ross where Jack Lemmon is pleading with Kevin Spacey for the “premium leads.” “I can’t work these weak, worn-out leads anymore! You can take all of them! Just give me ONE of the good leads and I’ll close them!”
Alan asks, “Are your managers listening to all of the sales calls that come in?…If we did in fact come to work every day to sell cars, what activity, as a manager, would be more important than listening to sales calls and resolving missed opportunities to do business?
Let’s face it; as I write this article, as many Business Development Centers are failing as are succeeding to the tune of countless dollars lost. That’s a fact. I heard another trainer say that there are as many funerals occurring for BDCs right now as there are births.
The Best Training Day Ever™ has invited me back to this first class event at The Masonic Center in San Francisco, CA on January 22, 2015. The Best Training Day Ever showcases the most valuable information to bring your business to the next level, all in one high-impact training event.
Have you ever really trained your people? I don’t mean some of this stuff that is out on the market that is purported to be training; I mean really training. Every third call to my office is a dealer calling and telling me “we’ve tried training our salespeople, but it didn’t stick”, or reporting that it is impossible to train salespeople.
Dealers Failing to Capture Customers Over the Phone, Marchex Report
Here’s the problem at many dealerships; in our heads, we know what we want our people to be doing on a daily basis, but our actions and processes (or lack thereof) contradict what our heads are thinking
Every serious professional in any endeavor knows, embraces, and applies this important performance rule: Until you’re perfect, it’s not redundant!
It’s back to the future for car shoppers, who now much prefer to contact dealerships with an old-fashioned phone call rather than via the Internet.