The Power of The Process
A well-defined process that has been built by consistent research and practice to communicate effectively, is powerful, and customers will find saying “Yes” easy and saying “No” hard.
June 14, 2022
A well-defined process that has been built by consistent research and practice to communicate effectively, is powerful, and customers will find saying “Yes” easy and saying “No” hard.
June 14, 2022
Compliance expert examines the Fair Credit Program and its influence on dealers.
April 14, 2022
If you are good at discovering purpose, people will like you and trust you, and if you are selling, they will buy from you.
April 12, 2022
Welcome an objection, embrace it and create an irresistible offer that makes “yes” easy, and then close on something else.
February 22, 2022
Continue to study the different customer types and personalities and how best to serve them, and remember: We are customers too.
January 25, 2022
Here are a few ways to move your focus from closing to connecting.
January 4, 2022
The effective and consistent use of a checklist improves the deal, improves your CITs and will help with your compliance controls.
December 21, 2021
Becoming skilled on helping each individual self-discover their needs and then motivating them to act on that discovery, is an amazing talent – That’s what we call an F&I professional.
November 23, 2021
True servants with a heart to make people and the industry at large better are priceless and worthy to be honored.
October 14, 2021
A dealership sold and financed a vehicle to an identity thief, even after seven red flags were identified. Truly managing the process means vetting and clearing any red flags before delivering the vehicle.
October 7, 2021
You may sell a vehicle for more than the MSRP, but just be sure you do it right.
September 23, 2021
How do we go from great to unstoppable? Move to the highest level of belief in your process and your products — conviction.
September 21, 2021
There are five key credit determinants that lending institutions take into consideration when making the decision to extend credit.
September 2, 2021
There are four definitive areas where F&I professionals can and should excel.
August 17, 2021
Despite the lack of true cash, we should still ask for money down on every deal.
August 12, 2021
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