Rick McCormick is the national account development manager for Reahard & Associates, which provides customized F&I training for dealerships throughout the U.S. and Canada. He has more than 20 years of auto retail and finance experience. Contact him at [email protected].
Welcome an objection, embrace it and create an irresistible offer that makes “yes” easy, and then close on something else.
True servants with a heart to make people and the industry at large better are priceless and worthy to be honored.
How do we go from great to unstoppable? Move to the highest level of belief in your process and your products — conviction.
The most frequent and damaging mistake that I encounter at dealerships is requiring people to learn in the wrong sequence. There is a better way to becoming a true professional — a simple four-step sequence of development that we can all follow.
Genuinely caring about your customer is the most effective manner to help them buy the products they need —it's the same way we want to be ‘sold’ when we are buying.
Insight presentations are today; features and benefits presentations are so yesterday…and hopefully will soon be as hard to find as a Blockbuster store.
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