Training Articles

While We’re Talking About Good Managers

While We’re Talking About Good Managers

One of my favorite quotes on ‘Management and Leadership’… While We’re Talking About Good Managers ‘Bear’ Bryant gave you the biggest tip you need to succeed… “I’m just a plow hand from Arkansas, but I’ve learned to hold a team together, how to lift some men up, how to calm others down, until finally they’ve … Read More »

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Six Steps to Getting Referrals

Six Steps to Getting Referrals

The easiest lead to close is a referred lead. Unfortunately, not many car salespeople have mastered the art form that the process entails. I’ve developed a simple, seven-step process to obtaining referrals that will give you so much more success in developing your referral business that you will make it an automatic part of every … Read More »

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8 Steps to Success in F&I

8 Steps to Success in F&I

What separates successful F&I people from mediocre ones? How can you get the most from your F&I managers? Is it an effective sales presentation? Is it a unique menu software package? Is it the objection word tracks? Yes, it’s some of each. But what many times separates the highly successful F&I managers from the mediocre … Read More »

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How Many Managers Really Do a Good Job?

How Many Managers Really Do a Good Job?

Based on the 80/20 rule, 20 percent of managers are great and the other 80 percent are either average or below-average. What’s the difference? The great ones learn how to deliver extra sales each month to help their salespeople and their dealership grow and become more successful, year after year. Before you can define a successful sales manager, first … Read More »

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It’s Not What You Say…

It’s Not What You Say…

It’s not what you say, but how you say it that counts, right? I’m certain you’ve heard that cliché hundreds of times. In business, what you say is just as important as how you say it. In selling vehicles, you must learn to paint mental pictures in the minds of your potential clients. Those pictures … Read More »

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How Serious Are Your Buyers?

How Serious Are Your Buyers?

“When you wish upon a star…” Wouldn’t it be great if that were possible? If we just had a test we could give people up front, we’d get rich. Oops – if that were possible, you wouldn’t actually get rich. Your dealer would either put you on hourly wages or replace you with a walking-talking product … Read More »

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The Buyer Interview – Back to the Basics

The Buyer Interview – Back to the Basics

The phrase “buyer interview” may not be one you’ve heard, but it’s one I strongly recommend you understand and use. Conducting an effective buyer interview is similar to what a good journalist does when interviewing someone for an article. You ask questions that get them talking about their situations, their needs, their desires and their … Read More »

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Creating Awareness Through the Service Walk

Creating Awareness Through the Service Walk

Throughout your tenure as an agent, you have probably exposed your F&I managers to many tips, tactics and techniques, as well as different viewpoints on how to present vehicle service contracts and gain commitment from their customers. You most likely have shared virtually every “how to” for overcoming the customer’s telling F&I managers, “I don’t … Read More »

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