Training Articles

Setting Realistic Sales Goals

Setting Realistic Sales Goals

Achieving sales volume goals is one of the biggest challenges any automotive salesperson or agent faces. This is a pretty straightforward industry. If you’re not making the cut, you can quickly find yourself cut from the team. There are so many factors that can affect that final number that you have to stay on top … Read More »

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Prospecting Your Business to Success

Prospecting Your Business to Success

You don’t have to look up the dictionary definition for “cold calling” — or what we otherwise refer to as “prospecting” — to find out how it makes us feel: inhospitable, unsociable, unwelcome, forbidding, ungracious. The bottom line is, in business, we all find ourselves in a cold market. A comfortably warm market is going … Read More »

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Straight Talk: 3 Tips From Agents to Dealers

Straight Talk: 3 Tips From Agents to Dealers

What do people want when they go visit a dealership or its Web site? What makes them choose one make of vehicle over another? The specific answer to those questions can only come from those who are already satisfied clients or repeat clients. However, I can address the general answers to help you get started … Read More »

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Tips For 2013 From Top Industry Trainers

Tips For 2013 From Top Industry Trainers

When it comes to ways agents can find more success, there are a lot of tips and tools out there to choose from. We asked a few of the top industry trainers to give us their take on what they see as the most important things agents should focus on going into this new year. … Read More »

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In Sales, You Need Friends, And You Only Have Minutes to Make Them

In Sales, You Need Friends, And You Only Have Minutes to Make Them

We always talk about how to make a good first impression, which is one of the most important steps in a sale, and how to greet customers properly with the word “welcome”, asking a question and taking another step forward in the sale. Now the next step is to find the common ground with your … Read More »

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Profile of a Champion Closer

Profile of a Champion Closer

When you hear the phrase, “closing the sale,” what comes to mind? Force? Intimidation? Manipulation? Coercion? For me, “closing the sale” means helping people make decisions that are good for them. The key words here are “good for them.” If you plan to be in the automotive sales business any length of time, you’d better … Read More »

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Leasing Is Back

Leasing Is Back

Leasing is back with a vengeance. Attractive lease rates and high trade-in values are energizing its surge in popularity. As more and more of our clients’ customers see leasing as an attractive alternative for acquiring a new vehicle, our efforts in securing more products and profit on these transactions must intensify. If you want to … Read More »

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Why Customers Purchase

Why Customers Purchase

If you have ever found yourself having to listen to someone talk about something you had no interest in, perhaps you can appreciate how customers might feel. You’re asking yourself, “Why is he telling me about this?” In order to capture the interest of anyone on any subject, you have to discover what they might … Read More »

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