Your Variable Training Focus for 2024
In the first quarter of any given year, we are often asked by Sales Managers, General Manager and Dealer Principals alike, “What should...
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How to ENFORCE your sales process
My definition of a sales process is a step-by-step approach to selling a vehicle that is documented, trained, coached, enforced, measured...
February 2024 Edition: UCDA's Amazing Used Vehicle Manager Newsletter
For upcoming Wye Management ONLINE and IN-PERSON workshops and programs, visit https://wyemanagement.com/schedule/ . For mor einformation...
Why leasing makes sense for dealers
According to industry figures, lease penetration nationwide has dropped from 35 per cent down to 20 per cent, the lowest level in the...
Where to Find Amazing Salespeople
Welcome to Sales Manager Success Tips. “It’s so hard to find good salespeople”. I have been hearing this for decades in dealerships all...
SUPERdesking: Create a Fresh Proposal on a Second Serve of Numbers
Welcome to Sales Manager Success Tips. Most often when you provide a showroom customer with a payment-based proposal, your Sales...
Great Morning Huddles
Welcome to Sales Manager Success Tips. Great organizations such as Google, Apple Retail, Wal-Mart and even locals like Scotiabank have...
8 Ways to Win More Trade-Ins (Part 3)
Welcome to Sales Manager Success Tips. This is PART III of 8 Ways to WIN MORE TRADE-INS. This will be numbers 6 through 8. 6 - Have the...
8 Ways to Win More Trade-Ins (Part 2)
Welcome to Sales Manager Success Tips. This is PART II of 8 Ways to WIN MORE TRADE-INS. This will be numbers 2 through 5. 2 - Review the...
8 Ways to Win More Trade-Ins (Part 1)
Welcome to Sales Manager Success Tips. For both customers and Sales Consultants alike, the final presentation and discussion of the...
How to Improve Follow-Up for Unsold Customers
Unsold Customer FOLLOW-UP Ask yourself, “Why did this customer not buy today?” Was it the vehicle selection? Price, payment...
Calculating the Cost of Customer Acquisition
A great article from Drago Adam, President of the Adam Advertising Group We always try to share information that is useful and relevant...
Why you are losing up to 50% of your Factory Orders!
Dealerships across Canada are losing anywhere from 10% - 50% of their factory order sales. Although there are situations where vehicles...
What Sales Managers should be doing...
Various industry studies indicate that the average sales manager is spending up to 80% of their time in NON-sales related activities,...
Vehicle presentations are facing extinction and need to be saved.
The Gray Whale, the White Rhinoceros and the Siberian Tiger were once on the endangered list and have been miraculously saved from...
Unaccompanied Test Drives… NO!
The vast majority of test drives in Canada do not have a sales consultant present in the vehicle. Is this considered “great...
Turn your dealership’s sales process upside down… literally.
As vehicle inventories slowly return to a new normal over the course of this year, dealership competition will again intensify. The...
The two worst questions to ask a customer buying a vehicle…
As dealership leaders we train and coach our sales consultants to ask a myriad of qualifying questions in order that they gain a better...
Don’t tell your salespeople to get on the phones!
“Get on the phones, make appointments!” is one of the most single, dreaded statements to the panicked ears of dealership salespeople. ...
Do you have a Sales Process for factory-orders?
In many dealerships, when a salesperson realizes that they are going to have to factory-order a customer’s request for a new vehicle, the...
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