Retailers need to adapt their sales processes to accommodate EVs, with potential customers needing to spend more time with product advisors to understand the cars, and with the technology and driving...

By Darren Williams Sales and process are words that together instill fear into many responsible for business compliance and the customer experience in our industry. As a result phrases such as...

Showroom sales processes need to work with today’s customer who spends most of their time shopping for a car online, with very little direct retailer contact, according to Hugh Dickerson, senior...

You can have the best sales process in the world, but you still need staff that are genuinely helpful and who can think of others’ needs first in order to do well. Highlighting this point this week...

The connected customer is a very different beast from ten years ago, when today’s sales managers and dealer principals were earning their stripes. Looking at the typical buying cycle, a customer goes...

Auto Retail Network has just held a seminar to launch our latest publication The Website Report 2013 – an analysis and ranking of retailer and manufacturer sites and their usability from a...

Motor retailers I’ve worked with recently are telling me there is no money to be made from POS finance. Rubbish! Let’s first acknowledge that we are writing more motor finance business...

Virtually all motor retailers today have a uniform sales process which sales executives are required to follow when dealing with customers, both in the showroom and online. It is designed to ensure...

The quality of response to sales enquiries, and out-of-hours enquiries in particular, is high on the agenda of dealerships and groups right now – and looks set to go higher. According to Andy...

Almost every successful dealership now has a good idea how to make the most of online car advertising – but relatively few have latched on to how IT can help them to make a deal more...

Over the years, dealerships have perhaps focused too much on the bottom end of the sales funnel – turning the tap on ever heavier with price and deal-led advertising, and seeing a lot of...

The traditional ‘road to the sale’ model has been around for many years. It sets out the agenda and process that sales staff employ to achieve the best possible result – for both the...

At what point in the sales process should a sales manager intervene to make sure the salesperson is on track with their customer? There are three natural places – starting with when the...