Training Articles

Avoiding Awkward Beginnings

Avoiding Awkward Beginnings

When you meet someone for the first time in your dealership, your goal is three-fold. You want to get them to Like you Trust you Want to listen to you Those three elements are absolutely necessary for them to make a buying decision based on the information you share with them. If they came in … Read More »

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The Rules Have Changed: Considering the New 3 R’s

The Rules Have Changed: Considering the New 3 R’s

Want to bring true value to your client or dealer partner? Provide them with the following essential components for capturing the full F&I profit potential on every traffic source: the Internet, phone and walk-in. The initial components, Product Drives PVR and F&I Participation Throughout the Sales Cycle are designed to update the F&I and sales … Read More »

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Improving Dealership Growth Means Increasing ‘Good’ Gross

Improving Dealership Growth Means Increasing ‘Good’ Gross

“We’ve recovered and we’re making money again. How can we increase our unit sales without dropping our average gross per unit?” This question brings up a few key points that we need to discuss before I can actually answer the question. When you look back at the last 20 or 30 years in this business, … Read More »

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Don’t Underestimate the Power of Non-Verbal Messages

Don’t Underestimate the Power of Non-Verbal Messages

As human beings, we are sending non-verbal messages all of the time through our facial expressions, demeanor and body language. The people we sell to pick up on those messages…sometimes subconsciously. The power of subconscious messages is very serious business. All of us in selling should be concerned about perceptions on both sides of the … Read More »

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How Information Translates Into Sales

How Information Translates Into Sales

As a general agent, it’s important for you to bring not only products but solutions to your dealers. Dealers are always looking for higher profits and one way you can deliver is by helping their salespeople learn to close a higher percentage of sales. Why is it that some salespeople close higher percentages of products … Read More »

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Separating Your Agency from the Competition

Separating Your Agency from the Competition

“Don’t just think better: Think different!” – Harry Beckwith, Selling the Invisible The continued growth and success of any agency depends on closing new business. Certainly, every agent entrepreneur must constantly focus on generating additional business through increased productivity and product sales within their existing accounts. However, the acquisition of new accounts through referrals, prospecting … Read More »

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Retaining Customers Starts with Retaining Good Salespeople

Retaining Customers Starts with Retaining Good Salespeople

In this market, more dealerships are beginning to realize the value of building a customer base. When the economy went south, dealers started looking harder at expenses and realized the real cost benefits and additional profits from working within their existing customer and prospect base instead of trying to ‘buy’ more people on the lot … Read More »

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Conquer Customers’ Fears to Improve Your Business

Conquer Customers’ Fears to Improve Your Business

Fear is the greatest enemy you’ll ever encounter in business and it’s especially prevalent in sales situations. Few business professionals recognize that fear appears on both sides of most business or selling situations. The level of success you will achieve in your career depends on your understanding of and mastery over fear. Most salespeople have … Read More »

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