Training Articles

Start Thinking Products vs. Finance Reserve

Start Thinking Products vs. Finance Reserve

One of the indicators we are stressing lately when working with our F&I clients is Products Sold per Retail Delivery, or PPR. This is simply the number of products sold in the F&I department divided by the number of retail deals delivered. For example, if a dealer delivers 100 retail units and the F&I department … Read More »

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Make It or Break It: A Salesperson’s First 90 Days

Make It or Break It: A Salesperson’s First 90 Days

To grow, you have to stabilize your sales force. To do that, you have to hire the right people and create processes for them to follow. Then it’s up to managers to train everyone initially, and then daily, coaching each salesperson to help them develop their skills and their business, and manage them in their … Read More »

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Success Begins in Your Mind

Success Begins in Your Mind

A good attitude is one of the most important traits a sales professional can have. Most people who fail in business fail because they don’t know how to keep their attitudes positive on a daily basis. They start their careers learning and practicing the basics, applying these ideas and end up making lots of money. … Read More »

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The Science Behind the Sale

The Science Behind the Sale

Bart Carpenter is not a trained psychologist, but he does have some insights into the human mind that he thinks could be useful to agents. At Agent Summit 2012, he presented “Increasing Product Sales Through Customer-Tailored Presentations,” a workshop designed to help give agents a new edge in their presentations to dealers. Carpenter’s approach begins … Read More »

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Top Training Tips

Top Training Tips

Regardless of what profession you are in, you have been trained. Training in a new position is never an easy task to complete. In reality, training never really ends. You are constantly presented with new challenges that you must solve and overcome. Questions will always come up that need to be answered. The learning process … Read More »

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The Myth of the ‘Natural’ Salesperson

The Myth of the ‘Natural’ Salesperson

Do I have to be a “natural” at sales to earn the big bucks? I’ve heard that question many times. Well, no matter how easy selling seems to be for you or some of the people you work with, the answer to the question is always a real big “No!” None of us are born … Read More »

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F&I Meets Generation Y

F&I Meets Generation Y

Those of us who do dealer development and work with F&I managers are hearing more and more questions about a somewhat frustrating and confusing group of buyers that is usually referred to as “Generation Y.” Who are Generation Y buyers? The term usually refers to those young people born between 1980 and 1994; in other … Read More »

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How to Find New Sales in a Recovering Market

How to Find New Sales in a Recovering Market

The various predictions this year have us back in the 14 million-unit range on total sales. That number fluctuates, but at the rate we’re going and growing, it’s moving higher, not lower. Most important, this will be our best year in some time. So who comes out ahead in a recovering market? That’s easy: It’s … Read More »

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