Training Articles

How Much Money Do You Make?

How Much Money Do You Make?

I’m betting everyone reading this has “Make More Money” on their goal list. But the question above is key to getting your wish: Do you really know how much money you make now? I’d bet 80% of the people reading this can’t write down their actual ‘current’ average monthly income and 80% don’t know how … Read More »

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When Buyers Hesitate

When Buyers Hesitate

You’ve just invested the last 90 minutes with someone who really needs a new vehicle. You feel like you’re on a roll. You firmly believe that the truck, car or van they’ve selected is good for them and that they can afford it. They’re giving you both verbal and visual buying signs: touching the vehicle, … Read More »

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Credibility vs. Rapport: Which is More Important?

Credibility vs. Rapport: Which is More Important?

In developing training programs and processes over the last 19 years, we continually identify and study the top-performing F&I departments in the country. While every one of these top F&I managers is different in some way, they do have some things in common. One of the traits they seem to share is their unique ability … Read More »

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‘If I Just Had More Time Each Day …’

‘If I Just Had More Time Each Day …’

Do you wish you had more time to get more done? What could you do if you could squeeze an extra hour of productivity into your day? How much more could you accomplish? Without question, everybody reading this could get more done with more time. So here’s Catch number 1, or the choice you’ll have … Read More »

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Be Aware of Unique Cultural Needs

Be Aware of Unique Cultural Needs

If your dealer clients do business with people from cultural groups different from your own, you would be wise to invest some time to learn more about those cultures and their needs in terms of vehicles and services. You may not necessarily be doing business with people in another country, but with those from other … Read More »

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Catching “The Big One”

Catching “The Big One”

Are you still floating in the muddy waters near the shoreline rowing your way to the fishing hole while gazing with envy when an M70 sport fishing yacht with all the bells and whistles whizzes past you? This isn’t an article about fishing, but the analogy can be likened to your aspirations to “catch” a … Read More »

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The Toughest Customers On The Planet

The Toughest Customers On The Planet

There are only two types of customers; easy ones and the tough ones. Most of us were taught to spend our careers waiting around for our dealers to supply us more of the toughest to close type of customer. If there are easy customers and tough customers, though, who in their right mind would spend … Read More »

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How to Handle an Angry Client

How to Handle an Angry Client

Too many people, when faced with clients who range from dissatisfied to downright angry, choose the loser’s path by postponing handling the situation. Worse yet, they handle it inappropriately. Postponement doesn’t make the problem go away. It results in one of two things happening: the angry client decides the problem isn’t worth the aggravation and … Read More »

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