Archive | Industry

Questions Are the Answer

Questions Are the Answer

When you work with a new-car prospect, don’t you agree that you should try for several minor “yeses” before you go for the big “yes” buying decision? It makes sense, doesn’t it? It would be helpful to learn a specific technique that would begin a string of “yes” answers, wouldn’t it? You’re probably getting tired … Read More »

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Characteristics of Best Agents: Providers’ Perspective

Characteristics of Best Agents: Providers’ Perspective

Individual agents are constantly striving to be the best in their industry, but what does it take to be considered “the best?” What are the characteristics of those agents who are considered the best? These questions prompted us at Agent Entrepreneur eMagazine to seek out some top executives in the industry and get their perspective … Read More »

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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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