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Who’s Who 2017

Who’s Who 2017

When the team here at AE sat down to begin planning this issue, the hardest task was deciding how we could possibly narrow down the participants to fit in one issue. There are currently so many individuals in this industry making strides and moving us forward on a daily basis. It was no easy task, … Read More »

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Who Is Your Tech Expert?

Who Is Your Tech Expert?

Years ago, it wasn’t cool to buy all of your stereo equipment from the same company. Your turntable had better have a different label than your receiver, which was different than your speakers, and so on. For those who were real music and stereo experts, you could justify these purchases based on quality you could … Read More »

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Isn’t Your Attitude the Heart of Selling?

Isn’t Your Attitude the Heart of Selling?

Somebody recently asked me how important it was to have a positive attitude when it comes to selling. I said your attitude is the heart of selling, and today it seems like some people need a cardiologist when it comes to keeping a positive mental attitude. Your entire life is shaped by your attitude. The … Read More »

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Who Are You? Who? Who? Who? Who?

Who Are You? Who? Who? Who? Who?

If you are of a certain age, you will quickly recognize the refrain from the 1978 double platinum “Who Are You?” album by rock legends, The Who. While the song is about band member Pete Townsend getting questioned by the local men in blue after a bender, on the dealership floor, the question is more … Read More »

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Do the Work!

Do the Work!

Selling intangible products is hard! I’ve never seen a customer so excited about buying a vehicle service agreement that they can’t wait to show it to their friends. Selling an intangible product requires discovering and helping the customer see their need for the product. You must make the product and its benefits come alive by … Read More »

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Safe and Sound!

Safe and Sound!

The founder of online music store CD Baby, Derek Sivers, once said, “The single most important thing is to make people happy. If you are making people happy, as a side effect, they will be happy to open up their wallets and pay you.” In the F&I office, one of the most important things we … Read More »

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