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How To Sell Cars Online or Offline (PART 17)






How To Sell Cars Online or Offline (PART 17) TRANSCRIPT: We talked about people being surprisingly honest with their trade. If you’ve got Kelley Blue Book instant cash offer. If you’re an instant-cash-offer dealer, you know 95 or more percent of the people who show up with their vehicles, they’re very honest with their vehicle. Most(…)






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How To Sell Cars Online or Offline (PART 16)






How To Sell Cars Online or Offline (PART 16) TRANSCRIPT: Where should a dealer start? The first place you start is get a great partner. Get a great partner who’s going to do all of the work. We’ll talk about in a minute how many people we want to get involved in the dealership and that(…)






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How To Sell Cars Online or Offline (PART 15)






How To Sell Cars Online or Offline (PART 15) TRANSCRIPT: “All right, Steve. How do we do this?” If you’re ready to create a great online buying experience, let’s go through the steps. First, we’re going to start with your inventory display. Most people forget when they add the shopping cart or these other tools, this(…)






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How To Sell Cars Online or Offline (PART 14)






How To Sell Cars Online or Offline (PART 14) TRANSCRIPT: First, we got to think about the customer perspective. Think about this. Look at these two choices out here. Is your customer today, are they trying to structure a deal or are they trying to buy a car? Structure a deal, that’s how we talk. Why(…)






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How To Sell Cars Online or Offline (PART 13)






How To Sell Cars Online or Offline (PART 13) TRANSCRIPT: “But Steve, I don’t want to give someone all that information so they can shop me everywhere.” Let me give you a hint. Consumers already have all the information. They do. To buy a car, consumers need three things. They need to find value, relevancy and(…)






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How To Sell Cars Online or Offline (PART 12)






How To Sell Cars Online or Offline (PART 12) TRANSCRIPT: There are already applications out there that your customers can use, things like Chase Auto Direct and AutoGravity. These give customers online finance offers right now. They can do the deal online without you, completely bypassing you. Make no mistake, the reserves are baked in so(…)






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How To Sell Cars Online or Offline (PART 11)






How To Sell Cars Online or Offline (PART 11) TRANSCRIPT: Now, we’re going to talk about the best online car-buying experience. Yes, everything I’m going to show you today, dealers are doing absolutely today. Now, wait. Isn’t all online buying the same? I’m going to say, “No.” Actually, I’m going to say, “Not even close.” Online(…)






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How To Sell Cars Online or Offline (PART 10)






How To Sell Cars Online or Offline (PART 10) TRANSCRIPT: Right now, dealers have the clear advantage over Carvana and the others. You really do. You already have the facilities. You already have the service business which means you can take less if you need to. If it’s a long-term fight, if you hit a recession,(…)






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How To Sell Cars Online or Offline (PART 9)






How To Sell Cars Online or Offline (PART 9) TRANSCRIPT: “Steve, you said self-desking.” Yeah, I know. This is where you hand them an iPad. They already know what their car is worth before they ever came into your dealership. They already know what your car is worth, again, before you ever set foot on your(…)






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How To Sell Cars Online or Offline (PART 8)






How To Sell Cars Online or Offline (PART 8) TRANSCRIPT: A sample buying process. Here’s one that I’ve had dealers put in place. It works. It works for them. It may not work for you. You may not be ready for this yet but it’s where step one gets everything out of the way that we(…)






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