We Are Replaceable Graveyards are full of irreplaceable people. Maybe a cynical statement, but it does make a point. True we are each unique and special in our own ways, yet it’s only a few true genius in history that cannot truly be replaced and yet we survive after they are gone. In a fast … More We are Replaceable
Every successful dealership I have ever observed has one thing in common; a sales force that has longevity! What is the primary element that promotes this? A sense that management has empowered each individual to be the captain of their ship and a clear path to monetary reward! Call it a professional environment or call … More Pay the Piper…or in this case the Salesforce
Prospecting was the subject of our last conference call. It became apparent many of us do so little prospecting that we are unsure how to greet prospects and ask the right questions. Of course we all know different situations call for different approaches, so it’s easy for even experts in prospecting to get confused about … More Prospect Like A Lion
How To Hit Your F&I Numbers How can we hit our F&I numbers? It seems that is the question that is asked of us at the end of every month. If that was not enough to spoil your day, we have to deal with compliance, keeping the customer happy, reviewing all the paperwork, and … More How To Hit Your F&I Numbers
We have been told decisions are made based on logic. But maybe we have been wired to make snap decisions such as love at first sight, trusting someone at first glance, or having that gut feeling. How many times do we say “I should have trusted my instincts”. When training, we talked about getting so … More It’s Emotional
Looking for ways to develop trust while having coffee … More Is it salesmanship or price?
What makes a professional Finance Director … More What Makes an Finance Director
Is a dealer operator up to the challenge to capture 20% to 25% more business? … More 0 to 20 in 90 days… is it worth it?
What follows is nothing new, but maybe it is a re-fresher we all can use to fine tune our Sub-Prime Sales Process. Yeah sounds boring, right? Maybe it is, yet once again this was the subject of choice in a most recent 20 group meeting. So go get a beverage of choice, find a … More 15 Steps to Sub Prime Success
We’ve all been there—you walk into a store, into the dressing room, or up to the register only to be greeted by an employee who would clearly rather be somewhere else. They may be avoiding eye contact, playing on their phone, or chatting with other employees instead of giving you an ounce of attention. … More Is It Customer Service Or Customer Experience?