Training Articles

Repeat Customers Increase Close Rates, Decrease Dealer Expenses

Repeat Customers Increase Close Rates, Decrease Dealer Expenses

Wouldn’t it be great to have a solid previous customer base about now? Wouldn’t it be great if all of those customers you’ve sold to in the past who are ready to trade today would come back in to see you? Your lot would be filled with traffic, and the best part, repeat customer traffic … Read More »

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Posted in Sales, Training Articles1 Comment

Closing Is Sweet Success

Closing Is Sweet Success

In the selling profession, closing is the winning score, the bottom line, the name of the game, the cutting edge, the point of it all. You may do everything else right up to the point of closing, but if you can’t ask for the business and wait for the client to answer, you’ll never do … Read More »

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Creating an Implementation Plan for Improved Performance

Creating an Implementation Plan for Improved Performance

Do you have an image of your dealer’s potential that your dealer never seems quite able to achieve? Are you having performance issues at stores where they pay little or no attention to your recommendation? When was the last time you visited a store after discussing a specific procedure, policy or process only to find … Read More »

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Posted in F&I, Training Articles2 Comments

Capitalizing on Service Drive Customers

Capitalizing on Service Drive Customers

There has been a noticeable push to sell service contracts from the service department in the last 12 months, but for this effort to work, it is important to remember that service drive success is not about the products you sell, but rather the process you put in place. J.D. Power and Associates says service … Read More »

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