Training Articles

Your Career Development For 2014

Your Career Development For 2014

2014 Will Be Great; if you haven’t already, then let’s start working on you now so you can have your best year ever. Without getting bogged down in the numbers that go with the categories below, in real life, based on your unit sales and income are you: Terrible at selling A Below Average Salesperson … Read More »

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The 10 Commandments of Prospecting for a Successful Agency – Part 3

The 10 Commandments of Prospecting for a Successful Agency – Part 3

This month, we’re wrapping up our look at the top 10 commandments every agent should keep in mind when it comes to prospecting. Commandments seven through ten focus on knowing where your prospects do their business, maintaining open communication with your peers, listening and talking effectively and, finally, making sure you have the right partners. … Read More »

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How To Sell From Stock

How To Sell From Stock

Selling from stock does not mean switching people from something that they need, to something that doesn’t fit their needs. Selling from stock means determining the customer’s wants and needs, and then presenting a vehicle in stock that will work for them and service their needs just as well or better than what they thought … Read More »

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The 10 Commandments of Prospecting for a Successful Agency – Part 2

The 10 Commandments of Prospecting for a Successful Agency – Part 2

Last month, I gave you the first three commandments for successful prospecting. This month, I bring you commandments four, five and six, which focus on bringing the best ideas to the business, involving yourself in the community and completely understanding the products. Commandment IV: Thou Shalt Bring Ideas to the Business If you play a … Read More »

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Taking on the Big Boys – Differentiation Part 2

Taking on the Big Boys – Differentiation Part 2

In my last article I discussed the importance of knowing who you are and what your sweet spot is. In this article I would like to explore the concept of differentiation and the role it plays in winning business. To illustrate this point, I’d like to ask you a question, the same question we ask … Read More »

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You Are Three Weeks Away From Improvements

You Are Three Weeks Away From Improvements

I want to share a technique you can use to change and improve anything in your life. If you are unhappy with your sales, your attitude, your skills, your work habits, your weight or anything else you can think of, you can change it in just three short weeks. Successful people in every walk of … Read More »

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Taking on the Big Boys – Differentiation Part 1

Taking on the Big Boys – Differentiation Part 1

How can independent agents compete for and win business from the “Big Box” F&I providers? Before I provide my thoughts on the subject, let me start out with a definition of “Big Box” F&I provider. For the purpose of the articles I am writing, I’m referring to the large, well established, direct employee providers in … Read More »

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Do You Honestly Want to Improve?

Do You Honestly Want to Improve?

Most salespeople will depend on the “hope plan” going into 2014 as usual, instead of planning and controlling their sales. You know the words … I hope it’s a good year. I hope we get some floor traffic. I hope the ad works this weekend. I hope I can get a commitment with these people. … Read More »

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