Basic Research Can Achieve Best Results With Customers
By Mark Rodgers
August 9, 2010
The rule of reciprocity states that when someone does something for you either giving you a gift or doing you a favor you want to...
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The Training and Education Value Proposition
By Patricia Roberts
July 15, 2010
"Give a man a fish, and you have fed him for today. Teach a man to fish, and you have fed him for a lifetime" Author unknown
We have all heard this proverb and have probably used it many times. It is one...
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15 Ways to Persuade Customers and Boost Sales
By Mark Rodgers
July 12, 2010
Last month, we talked about the principles of persuasion. (click here if you missed it.) This month, I’ll ...
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Persuasion Skills to Dramatically Increase Your Sales Success
By Mark Rodgers
June 17, 2010
When you say the word “persuasion,” it conjures up images of a person using underhanded or manipulative methods to get what he wa...
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No-Brainers for Success: Own Customers for Life
By Jeanne Silver
May 27, 2010
You’ve just repaired a vehicle and your woman customer seems pleased with the quality of the repair and the service you provided. You deliver the vehicle, hand her the keys and send her on her way.
But does that customer really...
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Five Minutes: Talking Your Way Into More Sales
By Glen Beanard
April 26, 2010
Five minutes isn’t long is it? What can you do in five minutes? Not much, but then again, five minutes can mean a lot.
My wife was telling me the other day about something one of her friends told her about a pediatrician we bot...
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Tempting Incentives Give Customers a Reason to Return
By Denise Koeth
April 14, 2010
Telling a tire dealer he or she needs great customer service to make their business thrive is simply stating the obvious. Successful deal...
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Becoming a Better Service Advisor
By Glen Beanard
March 3, 2010
Whether the "selling" part of the job at your dealership is handled by a designated service adviser, service manager, shop foreman or t...
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Top Sales Strategies to Win Over Customers
February 18, 2010
Sales and customer service go hand in hand. Without a qualified, trained and professional sales staff, you run the risk of custome...
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Planning Special Events
By Joanne Draus Klein
February 9, 2010
Who wouldn’t buy a tire from Mario Andretti?
Capitalizing on the racing legend’s star power has become part of doi...
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How Fit is Your Sales and Customer Service Effort?
By Steve Ferrante
January 18, 2010
Have you ever considered the fitness level of your sales and customer service effort? No, I’m not talking about some sort of employee exercise program. Rather, I’m asking if the employees that provide sales and service to your cust...
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Deliver World-Beating Customer Service
January 14, 2010
The time has passed when good customer service could be measured by having a comfortable waiting room with a TV set, magazines and coffee. Today those things are expected. Customers demand much more, but “great customer service” is not ...
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Is Your Business Ready For Diversity and Cultural Marketing?
By Patricia Roberts
October 23, 2009
When the 2000 Census was completed, we were advised that the Hispanic population had increased by 50% and that the black population had increased by 12.3% in just one decade.
Eight years later, on Aug. 14, 2008, the U.S. Census b...
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Think You're Female Friendly? Examine the Basics to see if Your Shop Measures Up
By Patricia Roberts
September 23, 2009
Women account for 85% of all consumer purchases, including everything from automobiles to healthcare, and they spend about $5 trillion annually about half of the U.S. gross domestic product.
It is predicted than over the ne...
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Selling to Women
July 31, 2009
Tire and automotive service
dealers, especially, need to remember that women do indeed hold the purse
strings when it comes to purchases. They wield significant economic power,
purchasing 80% of all consumer goods. And, they make up about 65% of t...
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Bring in New Customers With New Approaches
By Denise Koeth
June 15, 2009
Although it’s been proven to be far less expensive for a company to keep existing customers than gain new ones, attracting new business remains the toughest, most vital part of staying on top.
This holds true particularly for ...
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Six Common Sales Mistakes
May 1, 2009
Here are the six most common mistakes salespeople make and how to overcome them:
1. Fearing the customer's reaction. When salespeople are afraid of what a customer might say, they end up losing sales opportunities because they don...
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Handling Customer Complaints
April 1, 2009
No one likes to get complaints. Most tire dealers will do almost anything to avoid them. But mistakes happen, and believe it or not a complaint from a customer can actually be a blessing in disguise.
Follow these six step...
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Superior Customer Service
By Hank Inman
March 13, 2009
In the history of the world, the topic of customer service might not generate as much enthusiasm or interest as, say, global terrori...
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