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Sales Tactics

Save the Sale Before It Starts

Are your salespeople sabotaging themselves before the sale starts? Dealership expert offers four ways to set them up for a win before the opening gun goes off.

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Navigating the Finance Triangle

Success or failure in F&I usually comes down to one thing. Development specialist explains what that is and how it can keep your dealership out of the dreaded finance triangle.

5 Things Top Dealers Do Differently

Expert lists five prime directives for dealers who want to take their production, company culture and customer service to the next level.

Better Selling Through Disclosure

F&I expert has a method for turning one of the most awkward parts of the F&I process into a moneymaker.

The Perfect Handoff

Like a relay race, winning the F&I profit race comes down to a perfect customer handoff from sales and a strict adherence to the process. F&I trainer offers a few process tips to ensure the baton doesn't get dropped.

Close of Negotiations

Compliance expert believes that the current regulatory climate could spell the end of the negotiated car purchase and the deal structure that goes with it.

Study Contradicts Standard Sales Management, Training Tactics

A University of Oxford study suggests that salespeople who respond to non-verbal cues and correctly judge the mood of the customer are perceived by the customer to be offering excellent service.

VIDEO: Tip of the Week

John Vecchioni offers five steps to achieving a proper customer turnover from sales to F&I. United Car Care’s director of F&I development also offers some useful tips on how salespeople can really tee up the F&I manager.

Flagship Credit Acceptance Appoints Two Executives to Expand National Sales Force

Flagship Credit Acceptance announced the appointment of two sales executives to help expand and develop the company’s national sales force.

MediaTrac Introduces New ‘BeBack’ Program

MediaTrac announced the launch of the BeBack Program, a vehicle sales inducement program designed to help drive lost sales opportunities back into auto dealerships.