Training Articles

Want to Sell More Units & Make More Money – Do More Work!

Want to Sell More Units & Make More Money – Do More Work!

Activities = Results More Activities = More Results The work (activities) always comes before the money (results). We all hear salespeople say, “If I made more money, I’d work harder,” and “I’m not wasting my time with them unless they’re ready to buy today,” or “If my dealer got me a secretary, I’d sell more … Read More »

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The Road to Efficiency

The Road to Efficiency

It’s 8:30 AM, the F&I manager arrives at the dealership and enters their office, turns on their computer to open their DMS, CRM, DealerTrack, RouteOne and Manufacture’s websites; confirms that there are no outstanding contracts in transit or held offerings; see’s that all deals from yesterday have been approved as called, all stips met and … Read More »

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Addendums, Are They Good or Bad

Addendums, Are They Good or Bad

I was in a meeting with a group of GMs recently and the question, “Should we, or shouldn’t we have an addendum on our vehicles?” came up. Answer: it depends on a lot of things. Which of the following items do you agree with regarding addendums… Having an addendum can add gross profit to the … Read More »

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Prospecting And Cold Calling

Prospecting And Cold Calling

Cold calling to generate new business can be uncomfortable, to say the least. It can be defined as unfriendly, inhospitable and plain unsociable at times. Perhaps, like me, you have never met a prospective dealer who has been waiting his whole career for you and your products to walk through his door. In fact, we … Read More »

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Training, Monitoring  and Motivating F&I Managers

Training, Monitoring and Motivating F&I Managers

To build the value of your Agency and dominate the competition, you must be an Agent of change! The recent downturn in the economy has created an entirely different focus in the mind of the customers who show up in automobile dealerships today. Their mantra is “nothing extra” and they are more budget conscious than … Read More »

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Are You A ‘Wanna Be’ Pro

Are You A ‘Wanna Be’ Pro

Peer Pressure Kills More Careers Than Anything Else There are a ton of salespeople and managers who want to be better and know they can. They want to be more successful, but they’re afraid to step out of the huddle – they’re afraid of what their peers will think. It doesn’t take a college degree … Read More »

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Closing Requires Prospecting!

Closing Requires Prospecting!

Closing new business requires that you do your homework before ever setting foot in a prospective account. It requires that you be capable of clearly and concisely communicating the numerous benefits of doing business with your agency to every prospective dealer. How will doing business with you… help them? It also requires that you organize … Read More »

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Finding F&I Gold On The Service Drive

Finding F&I Gold On The Service Drive

Recent economic circumstances have influenced many dealerships to look outside of the conventional ways they have been doing business and look for additional means within their facilities to increase lost revenues they have suffered. One of the most prominent strategies now emerging is to sell F&I products in the service department. It seems the word … Read More »

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