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4 Operational Game-Changers

The magazine’s sales columnist continues with his call for change in Part 1 of a two-part series on creating sales momentum at your store.

September 6, 2011

It’s OK to ‘Think Different’

F&I’s resident sales expert delves into the two most important topics relevant to developing and retaining fresh talent.

August 5, 2011

Challenging the Status Quo

Does life in the car business really mean working ‘bell to bell’? Is good talent really that difficult to find? Sales columnist offers Part One of his take on how to fix one of the industry’s biggest problems.

July 5, 2011

No Training, No Complaining

Can’t find good salespeople? Gen Y have you perplexed? The magazine’s sales columnist offers a few thoughts. Will you be willing to listen?

June 6, 2011

2 More Self-Sabotaging Behaviors to Avoid

The magazine’s sales columnist puts the finishing touches on his ‘7 Self-Sabotaging Behaviors to Avoid’ series by reviewing two of the most devastating — but fixable — behaviors.

May 10, 2011

7 Team-Building Must-Haves

Employees can’t train themselves. But before you launch your store’s in-house training program, check out this primer on what it takes to get the most out of your sales team.

March 11, 2011

The Four ‘Cs’ of Phone Prospecting

Working a prospect over the phone requires a different skill set than welcoming an ‘up’ in to the showroom. Sales expert shows you how it’s done.

February 4, 2011

Inside the Sale

Sales success isn’t always about what you know; it’s about how you think. Expert lays out a plan of action for sales, management and dealers.

January 24, 2011

6 Sales-Driving Ideas

Forget those New Year’s resolutions. Here are six things you can do to improve your chances in the showroom in 2011.

January 6, 2011

‘On the Point’ for 2011

It takes more than skill to be the best. Sales columnist lays out three intangibles that separate the good from the bad.

December 1, 2010

To BDC or Not to BDC

Whatever you’re calling your business development center these days, it’s the one department your dealership can’t be without.

October 29, 2010

It’s in the Presentation

Presentation always matters. The question is, how good are you at presenting your dealership over the phone, in the showroom and online?

October 4, 2010

A Basic Problem

Getting back to basics is good for slumps, but they do nothing to push you forward. F&I’s sales columnist weighs in.

August 30, 2010

No Traffic on the Extra Mile

The Internet and shrinking margins and stingy lenders. Oh, my! The magazine’s sales trainer provides a little pep talk to get you back on track.

August 10, 2010