There are so many stereotypes surrounding car dealerships, sales, and service. Salespeople are all thought to be smarmy men in bad suits with fake smiles, who’ll swindle the customer as soon they as look at them.

Mechanics are all tubby, greasy dropouts, covered in motor oil who you wouldn’t want to get close to your daughter. Car dealerships are the underhanded homes to both.

That’s what the public tends to think of this industry and the people in it. How can you, the car dealership owner, turn that reputation around for you and your staff?

You already employ a fantastic staff, and you maintain good, ethical business practices, but how can you really convey that to potential customers when they walk onto the lot?

Bringing sales and service together can go a long way toward putting your best foot forward.

Tear the Walls Down, Literally

Starting with one or two bold trendsetters, car dealerships all over the United States and the world are actually breaking down the walls that separate the service and sales departments of their stores.

The service techs aren’t hidden in the back like the redheaded stepchildren of the dealership. Instead, they’re out front, where customers can see them working on vehicles and where customers can approach the people who will be taking care of their new cars.

Build a Strong Team

Integrating the service department into your dealership as a visible element is good, but it’s not enough. You really need to get sales and service communicating with one another.

Have you ever seen a salesperson introduce a potential customer to, “One of the awesome service technicians who will be maintaining your car and keeping it in top condition as long as you own it”?

That kind of language makes the customer feel like they already own the new car that they want to purchase, but it does something else too. It puts the idea of lifetime service in their head.

Then, when the Finance and Insurance department is talking with them about extended warranties and service options, they’ll be more likely to want to buy in.

Bringing the whole team in together on a sale makes everyone in the dealership feel a sense of ownership, which will motivate them to make more sales.

Bringing formerly hidden parts of the operation to the forefront also shows that you have nothing to hide, which will instill trust in your customers and motivate them to buy cars and service from you.