Training Articles

Persistence Eliminates Resistance

Persistence Eliminates Resistance

J. Douglas Edwards was a master in sales. You may not have heard of him, though, because he’s one of those old sales trainers from a long time ago. He started below the bottom and then learned how to sell his way past the top. He’s one of the greatest salespeople ever and he and … Read More »

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Menu Discipline is Key

Menu Discipline is Key

At Agent Summit earlier this year, Gerry Gould, director of training for United Development Services, presented a panel on menus, and menu discipline. And to kick it off, he shared a compelling fact: 85 percent of F&I managers don’t use menus effectively. They don’t present every product to every customer, and they don’t have a … Read More »

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Selling in Tough Times

Selling in Tough Times

It doesn’t take a mathematician to see how competitive the market has become. And modern cars, once built, have an extremely long shelf life compared with the cars of the past. With decent care, they can last 15-plus years and more than 200,000 miles. Some people simply won’t purchase a new vehicle until their old … Read More »

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It’s All About Good & Bad Luck

It’s All About Good & Bad Luck

There’s good stress – which is good luck for your sales and your career. And then there’s bad stress, or distress — which is bad luck for your sales and your career. The good news is, you get to pick your stress. The reason you go to work is to sell. The reason you go … Read More »

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Building Client Relationships

Building Client Relationships

When it comes to building long-term relationships with clients, it’s very similar to building long-term friendships. In kindergarten, children are encouraged to make new friends by talking with others, inviting them to play and being nice to them. They often hear these words: “To have a friend, you have to be a friend.” In many … Read More »

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F&I Sales Tools

F&I Sales Tools

Confidence and selling ability go hand in hand in the F&I office. The more confident an F&I manager is, the more convincing they become. Building confidence can be tricky though, given the overall spectrum and daily responsibilities today’s F&I managers are faced with. Having a solid process they can rely on as well as a … Read More »

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Re-thinking F&I Success Measurements

Re-thinking F&I Success Measurements

Most dealers are well aware of the F&I department’s impact on their bottom-line. Chances are, if you ask most dealers, general managers and F&I managers how they measure F&I success, they will cite gross profit per vehicle and service contract sales acceptance as their preferred metrics. While these are important metrics for evaluating F&I performance, … Read More »

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Training Helps Develop High Achievers

Training Helps Develop High Achievers

Nothing is more important to your immediate and long-term success in sales and profit, than developing high achievers in your sales department. The value is pure math — average and below average salespeople are your biggest financial drains. If you have a $30,000 ad budget with 10 salespeople, you’ve given each underachiever a personal ad … Read More »

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