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 […]
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 […]
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 […]
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, […]
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 […]
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 […]
How To Sell Cars Online or Offline (PART 7) TRANSCRIPT: If you’re using an old-school road to the sale, then we first need to create a buying process in your store. Buying process is one that shortens your road to the sale without turning everything over to the buyer. Again, yet, our buying process is going […]
How To Sell Cars Online or Offline (PART 6) TRANSCRIPT: All right. Listen, great experiences, they also make sense. That’s the second thing about all great buying experiences. Customers should see the WIIFM in every step of your process, the what’s in it for me? It should make sense to the customer. “I understand why he’s […]
How To Sell Cars Online or Offline (PART 5) TRANSCRIPT: Let’s look at the common denominators of a great experience. All great buying experiences at the car dealership are controlled. There are five things we’re going to look at. Control is number one. We’ve got to keep the experience controlled. That means we’re going to be […]
How To Sell Cars Online or Offline (PART 4) TRANSCRIPT: Let’s talk about what’s wrong with your current road to the sale. It takes three plus hours. It takes three plus hours to get through. They’re ready for step six when they arrive at your dealership while you want to slow play steps one through five. […]
How To Sell Cars Online or Offline (PART 3) TRANSCRIPT: Let’s start by talking about the best offline car-buying experience. We’re going to look at all three but we’ll go ahead and start with the best offline car-buying experience. This is not an option. It’s not an option to improve your current in-store process. See, improving […]
How To Sell Cars Online or Offline (PART 2) TRANSCRIPT: Let’s jump into talking about today’s connected buyer. Let’s get into section one because we have to understand why things are changing and why we need to change in our dealerships. Remember these quick stats from a couple of webcasts ago? According to Autotrader, in 2015, […]
How To Sell Cars Online or Offline (PART 1) TRANSCRIPT: Hi, this is Steve Stauning with another Steve Stauning Short and Sweet video training lesson. Today’s lesson: How to create the best car buying experience ever! Now, we’re going to talk about 100% offline, 100% online, and a hybrid of the two in this 27-part Short […]
How To Attract & Sell The Millennial Car Buyer (PART 22) TRANSCRIPT: We’ve got to keep the customer busy at all times. They’ve got to be engaged at all times with some of our team. One of the big reasons for that is it makes the time seem to fly by and so it does become […]
How To Attract & Sell The Millennial Car Buyer (PART 21) TRANSCRIPT: Old school trainers by the way will tell you to slow down the process and they have the data to prove it. Old school trainers have that data to prove that slower process works, but that’s yesterday’s data. You cannot apply yesterday’s data to […]
How To Attract & Sell The Millennial Car Buyer (PART 20) TRANSCRIPT: When we talk about your road to the sale. It’s important to know that three plus hours, that is unrealistic. Slower is not better. Your customers don’t like it okay. Today’s up has spent over 19 hours looking at information online. They’ve seen more […]
How To Attract & Sell The Millennial Car Buyer (PART 19) TRANSCRIPT: Okay, part eight. Let’s just into sales in the dealership. This is the last section we’re going to talk about in this series, Attract and Sell the Millennial Buyer. Do you remember these quick stats from the earlier parts according to AutoTrader? In 2015 […]
How To Attract & Sell The Millennial Car Buyer (PART 18) TRANSCRIPT: You know what? Think about it. Bad experiences and service, they hurt the entire store. A negative customer experience in our service department leads to distrust in our entire dealership and it reduces profits in our sales department. You know what? You can reverse […]
How To Attract & Sell The Millennial Car Buyer (PART 17) TRANSCRIPT: Service only gets one shot. Consumer Reports says that 91% of consumers will not do business with you a second time if you botch it the first time. We need to assume it’s everybody’s first time. Ask yourself, if I knew nothing about my […]
How To Attract & Sell The Millennial Car Buyer (PART 16) TRANSCRIPT: When I talk about this service scheduling thing, think about your online scheduling apps. They’ve got to be simple. They’ve got to be intuitive. They’ve got to make sense. They’ve got to be easy to do. Look at this one form, the one that’s […]
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