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How Information Translates Into Sales

How Information Translates Into Sales

As a general agent, it’s important for you to bring not only products but solutions to your dealers. Dealers are always looking for higher profits and one way you can deliver is by helping their salespeople learn to close a higher percentage of sales. Why is it that some salespeople close higher percentages of products … Read More »

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Conquer Customers’ Fears to Improve Your Business

Conquer Customers’ Fears to Improve Your Business

Fear is the greatest enemy you’ll ever encounter in business and it’s especially prevalent in sales situations. Few business professionals recognize that fear appears on both sides of most business or selling situations. The level of success you will achieve in your career depends on your understanding of and mastery over fear. Most salespeople have … Read More »

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Understanding Risk-based Pricing Rules

Understanding Risk-based Pricing Rules

Risk-based pricing occurs when the price and terms of credit offered to a particular consumer are based on the risk of nonpayment by that consumer. Many industries issue credit based on risk: the credit card industry, the mortgage industry, and last, but certainly not least, those in the automobile industry. Therefore, all credit card agencies, … Read More »

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Closing Is Sweet Success

Closing Is Sweet Success

In the selling profession, closing is the winning score, the bottom line, the name of the game, the cutting edge, the point of it all. You may do everything else right up to the point of closing, but if you can’t ask for the business and wait for the client to answer, you’ll never do … Read More »

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Red Flags Rule Made Simple

Red Flags Rule Made Simple

The Red Flags Rule went into effect on January 1, 2008. Its “enforcement date” – meaning the date FTC enforcement against dealerships becomes possible – has been postponed several times and is currently slated for December 31, 2010. The slippage surrounding the enforcement date has led many in the industry to the false conclusion that … Read More »

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Capitalizing on Service Drive Customers

Capitalizing on Service Drive Customers

There has been a noticeable push to sell service contracts from the service department in the last 12 months, but for this effort to work, it is important to remember that service drive success is not about the products you sell, but rather the process you put in place. J.D. Power and Associates says service … Read More »

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