Training Articles

Making the Time to Improve

Making the Time to Improve

Why do F&I Managers often avoid attending training classes? While they will tell you that they “don’t have the time,” or that they are “shorthanded in the store,” the real reason is training takes people out of their comfort zone. Humans are creatures of habit and once a habit is ingrained, any attempt to change … Read More »

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To Sell More – Remember Three Rules

To Sell More – Remember Three Rules

When you overhear a presentation, all you’ll usually hear is a lot of talking, mostly by the salesperson. Usually he or she is going on and on telling the customer about the vehicle. In fact, most presentations start way before the salesperson even knows who it’s for, how they’ll use it, or why they’re getting … Read More »

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Developing Effective Leadership: Training the Mid-level Manager

Developing Effective Leadership: Training the Mid-level Manager

When looking at ways to make improvements in automotive dealerships today, a couple of topics always stand out. One topic is sales training and the other is finance training. Having over ten years of experience teaching in formal classroom settings, in both sales and finance, I have seen how things are usually done and know … Read More »

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How To Follow Up Your Unsold Prospects

How To Follow Up Your Unsold Prospects

Before we talk about how to follow up your working prospects, let’s review what has typically happened in the selling process so far… 86% buy something other than what they said they wanted – and you did have a vehicle in stock they liked. You spent from 20 minutes to a couple of hours and … Read More »

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The Road to Mediocrity

The Road to Mediocrity

F&I professionals are not born that way. F&I superstars are not “discovered” on F&I Idol, and they do not achieve exceptional performance, profits and CSI by accident. Every F&I professional I’ve ever encountered has been well trained. And every top producer also continues to improve his or her skills. And finally, they’re always highly motivated … Read More »

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Work Less and Earn More?

Work Less and Earn More?

Actually that isn’t true. If you do everything I talk about doing, you’ll actually spend less time at work, earn more money for you and your family and have more free time than you’ve ever had. Besides, you’ve got the wrong guy – I’ve never suggested that you need to put in double shifts to … Read More »

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The Light at the End of the Tunnel

The Light at the End of the Tunnel

After spending a week in New Orleans for the American Financial Services Association (AFSA) conference and the National Automobile Dealers Association (NADA) convention, there is no doubt in my mind that the future is bright for the success of the F&I office. There was plenty of talk, recommendations and insight concerning the federal oversight looming … Read More »

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Think Like A Customer

Think Like A Customer

What do Starbucks, Apple, Fed-Ex and Dollar General all have in common? Each company had a crossroads moment when their business was in decline and the future was uncertain. Also each company had a turn-around that was based on an intentional effort to make changes that were based on what the customer thinks and wants. … Read More »

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