I had the pleasure of meeting Josh Mitchell from Dan Cummins Chevrolet last year at a conference and I couldn’t help but be impressed with his hard hitting message… STOP THINKING LIKE A DEALER. In his recent presentation at the Rockstar Auto Conference he challenges dealers to think about their sales process and paints a picture of what you should be paying attention to.

“Speed is the most important thing we have … speed and delivering accurate information.” – JM

I encourage you to watch the full video to better understanding of where Josh is coming from (Paris, Kentucky?)

In the meantime – here are my Four Biggest Take-Aways:

1. Do everything with an information based process. “What information can I provide you with today?”
2. Don’t sell me, show me. Listen to the customer and show them, stop trying to sell them.
3. Lose the pressure and go at their pace. The car salesman is dead, become a trustworthy friend.
4. Be available, answer your phone and follow up.

“We’ve always done it this way… So, you’ve always sucked? Is that where we’re going to leave it?” – JM

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