Posts filed under: Miscellaneous

‘It’s all about the backend …’

ARE HUNTERS ON THE WAY OUT…? We all know the comparison between ‘Hunters’ and ‘Farmers’.  Traditionally we look for a team of very hungry hunters for our sales teams because they are the ones who will get the results in...
Continue Reading →

Even When it’s Raining …

This week I wanted to share some observations from the second of the men’s 110-metre hurdles heats at the 2016 Rio Olympics. The rain was pouring down as the competitors lined up and it was expected that Deuce Carter from...
Continue Reading →

“What Alex revealed to Harvard could help your front-line performance ….”

When I talk with Dealers, Dealer Groups or Manufacturers at senior management level, there seems to be a feeling that the people at the front of the aftersales department are the people who are the bottleneck for business development –...
Continue Reading →

The Top Four Ways to Increase and Convert Red Work from a VHC

Every dealer should be doing a Vehicle Health Check (VHC) on EVERY car. VHCs are important not only from a legal ‘duty of care’ point of view, but also from the point of view of customer service and of course...
Continue Reading →

The F-Word

I was privileged to witness a presentation by a senior analyst from Google this week and was enthralled by the content of his presentation. I was also surprised by how many people just didn’t get it! His title was the...
Continue Reading →

What to say after you have said Hello …

It’s always a bug-bare of mine that seemingly experienced salespeople still get stuck right at the beginning of the sales process – just after saying hello… A typical ‘meet and greet’ is –                 “Hi, are you ok there? Is...
Continue Reading →

The internet isn’t all that ….

A Changing World We do indeed live in a changing world. The whole retail landscape has changed. Prospects arrive in our business better informed. The internet provides all the information you need to buy a car. SEO is important. Your...
Continue Reading →

Elephants Can’t Dance?

I had never heard this one before, and to be honest never considered the subject… Can Elephants Dance? Who knows?   Anyway I came across this question when working in Croatia last week. I had the privilege of facilitating a...
Continue Reading →

No Compromise?

Never compromise on Excellence   Hi – I am writing this week’s article from my sunbed in sunny Tenerife But I have just been having a conversation with a guy from the motor industry in Europe and on researching him...
Continue Reading →

What can we learn from Speed Dating?

Speed Dating to Sell Cars – Really? If you don’t get a date when you go speed dating then you are doing something wrong! I was in conversation with one of my marketing team this morning and she was asking...
Continue Reading →