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Powersports a New Addition to Agent Entrepreneur

Powersports a New Addition to Agent Entrepreneur

Just in time for the summer months VMS Publishing has added a Powersports Channel to its wheelhouse of channels in our Agent Entrepreneur magazine. Our purpose for creating the Powersports channel is to provide valuable information for agents in the powersports F&I industry, and for those agents considering expanding into the powersports F&I industry, that … Read More »

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Pay Plans:  When Reality Must Confront Perception

Pay Plans: When Reality Must Confront Perception

“If you pick the right people and give them the opportunity to spread their wings and put compensation as a carrier behind it, you almost don’t have to manage them.” Jack Welch The serious development agent is constantly analyzing the dealer’s business and tweaking various elements to promote consistent growth. There are many areas in … Read More »

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Prospecting And Cold Calling

Prospecting And Cold Calling

Cold calling to generate new business can be uncomfortable, to say the least. It can be defined as unfriendly, inhospitable and plain unsociable at times. Perhaps, like me, you have never met a prospective dealer who has been waiting his whole career for you and your products to walk through his door. In fact, we … Read More »

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The Top Ten Sales Killers

The Top Ten Sales Killers

Any veteran in the automotive business can tell you a story about the one that got away. If you’ve been in the business more than three months, you may already have your own story. However, veterans who are successful in this business today learned valuable lessons from those situations and, hopefully, never repeated them. The … Read More »

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Closing Requires Prospecting!

Closing Requires Prospecting!

Closing new business requires that you do your homework before ever setting foot in a prospective account. It requires that you be capable of clearly and concisely communicating the numerous benefits of doing business with your agency to every prospective dealer. How will doing business with you… help them? It also requires that you organize … Read More »

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Six Steps to Getting Referrals

Six Steps to Getting Referrals

The easiest lead to close is a referred lead. Unfortunately, not many car salespeople have mastered the art form that the process entails. I’ve developed a simple, seven-step process to obtaining referrals that will give you so much more success in developing your referral business that you will make it an automatic part of every … Read More »

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