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The Toughest Customers On The Planet

The Toughest Customers On The Planet

There are only two types of customers; easy ones and the tough ones. Most of us were taught to spend our careers waiting around for our dealers to supply us more of the toughest to close type of customer. If there are easy customers and tough customers, though, who in their right mind would spend … Read More »

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How to Handle an Angry Client

How to Handle an Angry Client

Too many people, when faced with clients who range from dissatisfied to downright angry, choose the loser’s path by postponing handling the situation. Worse yet, they handle it inappropriately. Postponement doesn’t make the problem go away. It results in one of two things happening: the angry client decides the problem isn’t worth the aggravation and … Read More »

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Start Thinking Products vs. Finance Reserve

Start Thinking Products vs. Finance Reserve

One of the indicators we are stressing lately when working with our F&I clients is Products Sold per Retail Delivery, or PPR. This is simply the number of products sold in the F&I department divided by the number of retail deals delivered. For example, if a dealer delivers 100 retail units and the F&I department … Read More »

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Make It or Break It: A Salesperson’s First 90 Days

Make It or Break It: A Salesperson’s First 90 Days

To grow, you have to stabilize your sales force. To do that, you have to hire the right people and create processes for them to follow. Then it’s up to managers to train everyone initially, and then daily, coaching each salesperson to help them develop their skills and their business, and manage them in their … Read More »

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Success Begins in Your Mind

Success Begins in Your Mind

A good attitude is one of the most important traits a sales professional can have. Most people who fail in business fail because they don’t know how to keep their attitudes positive on a daily basis. They start their careers learning and practicing the basics, applying these ideas and end up making lots of money. … Read More »

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The Science Behind the Sale

The Science Behind the Sale

Bart Carpenter is not a trained psychologist, but he does have some insights into the human mind that he thinks could be useful to agents. At Agent Summit 2012, he presented “Increasing Product Sales Through Customer-Tailored Presentations,” a workshop designed to help give agents a new edge in their presentations to dealers. Carpenter’s approach begins … Read More »

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