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The check engine light in a car is a warning sign of an underlying problem. Objections are no different. They’re a sign to point you to the actual problem.

Every day, car salesmen and women do mental gymnastics to get a car sold. At first, it can be strenuous and stressful—so practicing overcoming objections will make you more skilled. Before long, you'll be flipping over that balance beam with grace.

Selling accessories at the point of sale can also bring objections. Learning to bend without breaking in this arena offers enormous payoff. Within 90 days of purchase, 80% of your customers will accessorize their car. You can be sure that they’re going to buy accessories somewhere. 

Learn to overcome these common objections and get that cash back in your pocket.

The internet sales department got the surprise of a lifetime in 2020, becoming center stage overnight. 

The automotive industry is changed forever, and so is the role of the internet sales manager. As car sales continually evolve, internet sales managers can focus on the basics to remain competitive: getting more leads and an excellent staff to pursue them. 

Here are five tips for running a successful department in 2022.

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!

Brent Mason graduated from the University of Georgia during the 2007 recession and picked up a job selling cars. While his degree was in Business Management, he enjoyed the competitive environment more. By the time the recession lifted in 2009, Mason had worked his way up from salesperson to New Car Sales Manager. 

A few months into the job, Mason began to have problems. The peers he once worked alongside had become his employees, and the power dynamic was difficult to navigate. He found himself being walked all over by some and despised by others. The paperwork was mounting, the stress was incredible, and ultimately, he quit before his 90-day evaluation. 

What caused the rise and spectacular fall of this ambitious young man? He stumbled into several common pitfalls of sales managers and never recovered. Don’t let it happen to you. Avoid these mistakes to take your career from barely surviving to thriving!

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. 

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!

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.

If you bring up low inventory at family Thanksgiving this year, you're canceled. 

"Let's talk about the chip shortage over cranberry stuffing," said no one ever. We don't have a lot of inventory, guys. So let's bedazzle what we do have and slide into 2022 with a bit of pep in our step. Yes, this year was supposed to be better than the treacherous pandemic year and didn't deliver. Through these rose-colored glasses, however, 2022 is looking pretty good. There are steps you can take today and into Q1 to turn survival into thriving next year.