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Every good salesperson knows that the car sale begins almost immediately. 

A customer walks into your dealership and sits down at your desk. Building rapport is strategically interwoven with an assessment that lets the salesperson know what their customer wants and needs. When the needs assessment is appropriately thorough, the first walkaround comes easily. 

If you’ve ever struggled to sell a car (so basically…everyone), read on to see how three walkarounds per customer can improve your odds of delivering a vehicle your customer can’t turn down.

Did you know the number one reason people quit their job is poor company culture? When you're in management, you can set the temperature in the workplace environment and lead by example. 

Whether you've just landed a job as a dealership sales manager or been in the role for a while, it's good to assess your leadership skills. So check out these ten tips to make you a better dealership sales manager!

The efficiency of the parts department is only as good as the tools and systems you utilize. When you have the right software, your job is ten times easier. Take a look at what's available to you and see where you can make improvements. 

18 Adorable Instances of Puppies in the Parts Department 

Puppies riding along to get the car serviced is a thing. 

Where do they lounge while the oil gets changed? The parts department, of course. In some dealerships, customers dropping their pooch by the parts counter is a regular part of the day. Other stores let employee pets come in too. 

They’re terrible workers—though they do make the day a bit brighter. Enjoy these adorable instances of pups in the parts department.

A staggering percentage of people (92%) begin shopping for a car online. What’s more, 86% of consumers say sure; “I’d buy a car entirely online!” 

When Carvana came out in 2012, people scoffed at the idea of a vending machine approach to car buying. Today, buying anything online, sight unseen is a viable and widely accepted option. 

The parts department, in particular, should embrace this change of pace with open arms. Digital retailers have made operating parts counters online more straightforward than ever before. 

Yes, this is a happy time to be in the parts department. Potential buyers are in the millions, missing orders or forms are a thing of the past, and the staff is whistling a bit more than usual. 

Digital retailing is the gift that keeps on giving!

Many people don’t realize what a stressful job parts managers have. 

Between the meticulous details, constant inquiries, cross-departmental conflict, and varying personalities on staff, it’s no wonder the parts manager keeps Goody’s Powder in their desk. 

It doesn’t have to be that bad. Parts managers, consider this a virtual hug. Take control of your department by overcoming these four headaches. 

Every year, dealerships across the nation leave hundreds of thousands of dollars on the table. 

Though 2020 brought hardship to the industry, 2021 brought record sales numbers that are only expected to rise this year. It's good news, but it's unstable at best. Nobody saw the pandemic coming, the chip shortage was unprecedented, and digital retailing fundamentally changed car buying. So what's a dealership to do? Take hold of what's historically unchanging and sweep up that $460,000 in accessories to start. That's right, according to the latest report, New Vehicle Dealerships are responsible for $6.9B in accessory sales every year, so that means if you aren't making at least $460,000 a year in accessories, your competitor is taking your money. Of course, dealers with the right accessory process will find much more than that.

Brand loyalty has a longstanding tradition of being an excellent lead catcher for dealerships. While the appeal of the OEM remains for many customers, it’s become more complicated. Today, customers are better researched than ever before and lean heavily on reviews to make purchases. Throw in a historical inventory shortage and even your best customers are liable to jump ship out of necessity. This year, dealers have to pivot marketing efforts to capture every lead they can.

As part of the digital retailing evolution, it is now normal to buy a car online from start to finish for the first time in automotive history. The Business Development Center is perhaps the most critical part of the sales process today. 

Quality salespeople will tell you they'll take "no" over "let me think on it" any day. A “no” is a bit easier to work with. Perhaps, this person was an unqualified prospect or someone to call in six months. Somebody who wants to think about it, on the other hand, can require some gymnastics to get to the real objection. It's nothing you can't handle. Remember to maintain an empathetic and positive attitude while selling around the objections.