Training Articles

Brag About Objections

Brag About Objections

In sales, especially in vehicle sales, it’s critical to understand that the buyer’s perception is everything. Our cars, trucks and vans are not just modes of transportation. They are status symbols. They tell the world who we are and what we care about. Some care most about fuel efficiency and small environmental footprints. Others are … Read More »

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How to Make Role-Playing an Effective Exercise

How to Make Role-Playing an Effective Exercise

I recently had the opportunity to lead a session on “Making Role-Playing an Effective Exercise” during the 2012 Agent Summit in Las Vegas. Role-playing sessions are a great way for you to get to know your dealer clients’ staffs, drive home the benefits of the products you represent and have some fun at the same … Read More »

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Blaming Your Market Won’t Get You Off the Hook

Blaming Your Market Won’t Get You Off the Hook

When we taped one of our newest courses for JVTN, we talked about how some salespeople are so convinced customers aren’t buying, they don’t make a serious effort to sell a car to everyone on the lot. Why bother, they ask, when they probably aren’t going to bite? Buying isn’t just about the product; it’s … Read More »

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Insights From the Front Lines

Insights From the Front Lines

At the 2012 Agent Summit, I had the opportunity to serve as moderator of a panel called “Five Ways to Take Your Agency From Provider Rep to Partner.” Our goal was to provide a discussion that would highlight effective ways to become a true partner with today’s dealer — and lead them to record profits. … Read More »

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Asking the Tough Questions

Asking the Tough Questions

In many dealerships, the F&I process is based on what worked 10 or 15 years ago. It’s not an enjoyable experience for the customer, nor is it perceived by them as helpful, educational, informational or necessary. As independent agents, you have the opportunity to help. I’d like to lay out nine things we as an … Read More »

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Making the F&I Process Work for Your Clients

Making the F&I Process Work for Your Clients

Team One is somewhat unique in the industry in that we don’t sell any products. We are a research, process development and training company. We supply our process and training as a support system for a network of general agents and F&I product providers throughout the U.S., Canada and Australia. Since developing and introducing the … Read More »

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Two Reminders On Closing More Sales

Two Reminders On Closing More Sales

Let’s assume you have a customer who is sincere and she tells you, “I want to check with a friend.” Remember: Always clarify the objection first just to make sure you’re on the right track… Salesperson: “When you say you want to check with a friend, are you checking with them to make sure this … Read More »

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Dedicate Yourself to Educate Yourself

Dedicate Yourself to Educate Yourself

One of the most important lessons I’ve learned in life is that no one else is going to look out for you as well as you will look out for yourself. To become and remain a professional in the automotive industry, you must recognize that you are in charge of your own education and act … Read More »

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