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Menu Selling Reloaded

F&I trainer believes new technology and expert salesmanship can combine to create an efficient and productive menu-selling process.

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5 'Tells' of a Lying Job Candidate

Human resources expert reveals the five traits hiring managers need to look for when interviewing a prospective candidate.

Don’t Fear the ‘No’

How many times does a customer have to say ‘No’ before you move on? His Madness says it depends on the producer’s skill, training, and ability to think on the fly.

No Friend of Mine

F&I trainer details a foolproof method for convincing your next ‘third basemen’ to switch teams.

Want vs. Need: A Lesson in Salesmanship

Industry veteran tells an entertaining tale of a conquest sale from 40 years ago to relay three key lessons about salesmanship and the art of listening.

Nothing but the Truth

F&I trainer says car buyers will only truly reveal their needs in an environment that rewards honesty. He offers a few trust-building tips designed to get customers to open up.

4.5 Success Drivers for 2013

Now that the big annual convention has passed, it’s time to assess what was learned and how we can put it to work immediately. The magazine’s resident sales strategist weighs in.

#Tweeting4Biz

Before you hash up your next Twitter promotion, check out this primer on the dos and don’ts of hashtagging.

The Day After Training

The reason training fails is because the trainees lack a process to implement what is learned. The magazine’s newest contributor offers a primer for making those instructions stick.