Archive | Training Articles

Hitting the Hot Buttons

Hitting the Hot Buttons

The conventional wisdom of F&I has always been that consumers see the value of the product based on an extensive feature-benefit presentation. It’s easy to assume the reason people buy F&I products is because someone did a good job of selling value. Create value, they buy the product. Simple, right? However, our responses in interviews … Read More »

Tags: , ,

Posted in F&I, Training Articles1 Comment

It’s Not an Event, It’s a Process

It’s Not an Event, It’s a Process

To the uninformed spectator it may look like professional football players have it easy. Play a game every week for a few months and make big bucks. But professional NFL Players are on the practice field 24/7. And when they’re not on the field they’re watching game film. These pros are the best of the … Read More »

Tags: , ,

Posted in F&I, Training Articles0 Comments

Making the Time to Improve

Making the Time to Improve

Why do F&I Managers often avoid attending training classes? While they will tell you that they “don’t have the time,” or that they are “shorthanded in the store,” the real reason is training takes people out of their comfort zone. Humans are creatures of habit and once a habit is ingrained, any attempt to change … Read More »

Posted in F&I, Top Article, Training Articles1 Comment

To Sell More – Remember Three Rules

To Sell More – Remember Three Rules

When you overhear a presentation, all you’ll usually hear is a lot of talking, mostly by the salesperson. Usually he or she is going on and on telling the customer about the vehicle. In fact, most presentations start way before the salesperson even knows who it’s for, how they’ll use it, or why they’re getting … Read More »

Tags: , , ,

Posted in Sales, Training Articles0 Comments

Developing Effective Leadership: Training the Mid-level Manager

Developing Effective Leadership: Training the Mid-level Manager

When looking at ways to make improvements in automotive dealerships today, a couple of topics always stand out. One topic is sales training and the other is finance training. Having over ten years of experience teaching in formal classroom settings, in both sales and finance, I have seen how things are usually done and know … Read More »

Tags: , , ,

Posted in F&I, Training Articles0 Comments

How To Follow Up Your Unsold Prospects

How To Follow Up Your Unsold Prospects

Before we talk about how to follow up your working prospects, let’s review what has typically happened in the selling process so far… 86% buy something other than what they said they wanted – and you did have a vehicle in stock they liked. You spent from 20 minutes to a couple of hours and … Read More »

Tags: , ,

Posted in Sales, Training Articles0 Comments

Page 2 of 2412345...1020...Last »