Training Articles

The Real Value of Ongoing Training

The Real Value of Ongoing Training

For any training program to truly be effective, it has to be an ongoing process and not a one-time event. Implementing and maintaining an ongoing F&I training program is the key to improving F&I performance and profits at your dealerships. Building and maintaining an F&I department is like building and maintaining a house: A good … Read More »

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Building Overall Value with Price-focused Customers

Building Overall Value with Price-focused Customers

Question: “I sell more ‘full-pop’ deals than any other salesperson here. But how do I handle it when a customer is loaded with money and buying seems to be a ‘game’ to grind us until there’s no profit left? This type of person seems to care less if I feed my family or pay my … Read More »

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Questions Are the Answer

Questions Are the Answer

When you work with a new-car prospect, don’t you agree that you should try for several minor “yeses” before you go for the big “yes” buying decision? It makes sense, doesn’t it? It would be helpful to learn a specific technique that would begin a string of “yes” answers, wouldn’t it? You’re probably getting tired … Read More »

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The Art of Selling

The Art of Selling

When assessing a process for successful selling, don’t overlook the value of providing a service to your customers. The catch is that putting the customer’s needs first is not easy if you don’t know what their needs are. Most customers have no idea how products offered in the finance office can benefit them. Therefore, having … Read More »

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Ask Joe

Ask Joe

“You say we should investigate, but if I go to ‘Best Buy’ to look for TVs and ask for a 60” LED-LCD HDTV by Sony, they don’t need to investigate, they just need to show me the TV that I asked for. Am I missing something here?” I completely understand your question. People walk on the lot and … Read More »

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Arouse Emotions, Don’t Sell Logic

Arouse Emotions, Don’t Sell Logic

What is the emotional process that leads to the purchase of a new vehicle? It begins with a development in the buyer’s self-image. That is, the buyer sees himself in a new way — as the owner of that new car, truck, van or SUV and all the status it affords him. If the projected vehicle … Read More »

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13.3 Ways To Help Your Dealers Sell More Products

13.3 Ways To Help Your Dealers Sell More Products

The focus of every independent agent must be on helping their dealers improve overall F&I performance and profits, not just on getting that dealership to sell more of their products. Your agency must be perceived by your dealers as their F&I partner with the resources, expertise and commitment necessary to help them maximize F&I income. … Read More »

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No Demo, No Sale

No Demo, No Sale

“I understand how important doing a good demonstration of the vehicle is, but everybody is different, so how do I know what to do each time?” That’s a great question because when you mix quantity (how many demonstrations you give), with quality (a great demonstration for each individual customer) – that’s when you really improve … Read More »

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