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The Art of Selling

The Art of Selling

When assessing a process for successful selling, don’t overlook the value of providing a service to your customers. The catch is that putting the customer’s needs first is not easy if you don’t know what their needs are. Most customers have no idea how products offered in the finance office can benefit them. Therefore, having … Read More »

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Arouse Emotions, Don’t Sell Logic

Arouse Emotions, Don’t Sell Logic

What is the emotional process that leads to the purchase of a new vehicle? It begins with a development in the buyer’s self-image. That is, the buyer sees himself in a new way — as the owner of that new car, truck, van or SUV and all the status it affords him. If the projected vehicle … Read More »

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Agent Evolution in a Changing Automotive Landscape

Agent Evolution in a Changing Automotive Landscape

“What is it you do?” That was the seminal question posed by dealers that plagued me when I first started calling on them 20 years ago. My original answer was: I was a “credit insurance/service contract” representative of XYZ Company. Dealers quickly categorized me and sent me on my way unless they were desperate. I … Read More »

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13.3 Ways To Help Your Dealers Sell More Products

13.3 Ways To Help Your Dealers Sell More Products

The focus of every independent agent must be on helping their dealers improve overall F&I performance and profits, not just on getting that dealership to sell more of their products. Your agency must be perceived by your dealers as their F&I partner with the resources, expertise and commitment necessary to help them maximize F&I income. … Read More »

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Avoiding Awkward Beginnings

Avoiding Awkward Beginnings

When you meet someone for the first time in your dealership, your goal is three-fold. You want to get them to Like you Trust you Want to listen to you Those three elements are absolutely necessary for them to make a buying decision based on the information you share with them. If they came in … Read More »

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Putting the Brakes on Identity Theft

Putting the Brakes on Identity Theft

In today’s high speed world, almost everything is touched by technology. With an iPod and a Smartphone in your pocket, a laptop in your briefcase and a GPS on the dash, this “age of technology” provides access to information like no other time in history. With data available at the click of a mouse, why … Read More »

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