Training Articles

Diagnosing Your Clients’ Needs

Diagnosing Your Clients’ Needs

When people think about making a vehicle purchase, they aren’t likely to compare talking with you to going to the doctor, but you should make that comparison when preparing to talk with clients. People trust doctors. They usually accept the diagnosis and prescription for wellness with few questions asked. That’s because they recognize doctors as … Read More »

Tags: , , ,

Posted in Sales, Training Articles0 Comments

10 More Ways To Help Your Dealers Sell More Products!

10 More Ways To Help Your Dealers Sell More Products!

“He that is good for making excuses is seldom good for anything else.” – Benjamin Franklin There are three types of F&I managers: those who make good, those who make trouble, and those who make excuses. When asked, most F&I managers can provide you with a laundry list of excuses why they’re not doing better. … Read More »

Tags: , , , ,

Posted in Industry, Training Articles0 Comments

100 Percent Turnover (Here’s How To Get It)

100 Percent Turnover (Here’s How To Get It)

One of the things an agent can do for a dealership is to handle politically sensitive issues between the sales department and the F&I managers. One of those areas of F&I development where the agent can be very helpful to the F&I manager is by helping institute policies that make sure every customer is being … Read More »

Tags: , , ,

Posted in F&I, Training Articles0 Comments

Persistence Eliminates Resistance

Persistence Eliminates Resistance

The difference between persistence and pressure is technique. J. Douglas Edwards was a Master in sales. You may not have heard of him, because he’s one of those ‘old time’ sales trainers from a long time ago who mastered and taught the principles of selling. He started below the bottom and then learned how to … Read More »

Tags: , ,

Posted in Sales, Training Articles0 Comments

Closing Through the Buyer’s Eyes

Closing Through the Buyer’s Eyes

Years ago, I spoke at a banquet for top salespeople. Before I gave my talk, the speaker introduced someone in the audience and said, “This man earned twice the national average in sales last year…” The speaker’s manner suggested that it was quite an achievement. But, considering the large number of successful sales professionals in … Read More »

Tags: , ,

Posted in Sales, Training Articles0 Comments

Lights, Camera, Action! Training with Technology

Lights, Camera, Action! Training with Technology

There are only a few video recording devices available today for the dealership, among which is the SmartEye video system that IAS offers. It is being used by about 1,000 dealerships nationwide and has recorded over 1,000,000 transactions which saved dealers from a potential multitude of lawsuits. It is so important in this day and … Read More »

Tags: ,

Posted in Industry, Training Articles0 Comments

The Anatomy of the Deal

The Anatomy of the Deal

“All the functions of the General Agent are interdependent of each other just as the parts of our body.” One of the privileges I have enjoyed has been the opportunity to work with some of the finest dealers and general agents across the country. Every where these two entities cooperate effectively it creates success. Simply … Read More »

Tags: , , ,

Posted in F&I, Training Articles0 Comments

Caution…Speed Kills Sales

Caution…Speed Kills Sales

I’ve been playing golf for a few years, but no matter how long I play, the hardest concept I have to buy into and the hardest habit I have to break to hit the ball farther – is to swing easier, not harder. For me, swinging the club is usually an aerobic workout. But when … Read More »

Tags:

Posted in Sales, Training Articles0 Comments

Page 11 of 18« First...910111213...Last »