Training Articles

How to Handle “I can get it cheaper somewhere else”

How to Handle “I can get it cheaper somewhere else”

Have you ever heard this from a potential client: “Okay, well, thanks for the information. I want to shop around and will get back to you if this is really what I want.” Unless you’ve only been in business a day or two, you have. In most cases what are they really saying? They’re saying, … Read More »

Tags:

Posted in Sales, Training Articles0 Comments

Selling Products:  A “Risky” Business

Selling Products: A “Risky” Business

Do You Make Sure Your Customer Understands The Risk Of Not Purchasing The Product? I’m sure you have heard the phrase, “the perils of ownership.” Webster’s dictionary defines peril as exposure to risk. There are many items you can purchase that come with perils or risks. Think of the perils of home ownership. Your home … Read More »

Tags:

Posted in Industry, Training Articles0 Comments

Fixing the Desk

Fixing the Desk

Have you ever experienced the dysfunction that occurs from the sales desk? It’s amazing how much time and money is invested in getting a customer into the dealership. Time and money to train salespeople on product knowledge, on how to build rapport with the customer and how to get the customer excited about doing business … Read More »

Tags:

Posted in F&I, Training Articles0 Comments

You Often Say “Improve and Grow” or “Sell More and Grow,” but if you Improve and Sell More, Don’t You Grow?

You Often Say “Improve and Grow” or “Sell More and Grow,” but if you Improve and Sell More, Don’t You Grow?

Great question! I agree, it sounds like if you improve and/or sell more, you would grow by default. Unfortunately, that isn’t always true. Figuring out how to sell another car is one of the easiest things we talk about. In fact, in classes I always ask, “How’d you like to sell more cars, have more … Read More »

Tags:

Posted in Sales, Training Articles0 Comments

Objections Equal Desire

Objections Equal Desire

Early in my selling career, I had this dream. In it, I met with a married couple to offer my product – and they were so wonderful! They thoroughly enjoyed my presentation. They agreed to everything I mentioned. They didn’t ask any questions or give any objections. The whole transaction was completed and in record … Read More »

Tags: , , ,

Posted in Sales, Training Articles0 Comments

Game Changers: Three Can’t-Miss Closes

Game Changers: Three Can’t-Miss Closes

Cash, lease and high-mileage pre-owned can be some of the more challenging deals in the Finance Office. Yet, these deals can make up 40 percent of what Finance Managers see on a monthly basis. In my workshop last month during the F&I Conference and Expo in Las Vegas, I discussed how Finance Managers can apply … Read More »

Tags:

Posted in Industry, Training Articles1 Comment

Trainer’s Best Practices for Sales and F&I

Trainer’s Best Practices for Sales and F&I

Dictionary.com defines “Best Practice” as: a technique or methodology that, through experience and research, has reliably led to a desired or optimum result. On September 27, I had the opportunity to moderate a panel discussion at the Industry Summit in Las Vegas entitled, “The Idea Exchange: Trainer’s Best Practices for Sales and F&I.” The event, … Read More »

Tags: ,

Posted in F&I, Training Articles1 Comment

How Important are the First Impressions Customers Have of Your Dealership?

How Important are the First Impressions Customers Have of Your Dealership?

You can’t afford to miss even one sale these days, and we all know first impressions make or break sales. So let’s talk about some of the first impressions your prospects have of your dealership. You work there, so you may not see what they see anymore. Have an out of body experience – walk … Read More »

Tags: ,

Posted in Sales, Training Articles0 Comments

Page 12 of 18« First...1011121314...Last »