When a cashier takes your money for your purchase and then sends you off with a deadpan, “have a good one,” how do you feel? On the other hand, Chick-fil-A restaurant’s signature send-off, “My pleasure,” is a big reason it is the most profitable fast-food business in the country. According to an article in Entrepreneur.com, Chick-fil-A “makes more per restaurant than … [Read more...] about Plan, People and Profitability: A Lesson in Chicken
Recruitment & Training
3 Keys to Influencing Indecisive Customers
Regardless of your professional title, we are all in sales, and we all have heard the dreaded words: no, not right now, I’ll think about it, maybe another time; and the like. Sales, as Norman Hall had put it, is an “ocean of rejection.” Face it, every sale is a potential risk to the buyer, and every sale requires the buyer to sacrifice something. It is not hard to imagine … [Read more...] about 3 Keys to Influencing Indecisive Customers
Commission Breath
What is that awful smell? You know, that smell you sniff when you meet a “slick” salesperson? What is the definition of a professional? Is it someone who makes $75,000/year or more in their profession? Are you a professional? You probably have your own definition. How do you become a “pro” in F&I? The first step is to brush your teeth and remove the commission breath many … [Read more...] about Commission Breath
Recommit to Learning: Three Tactics for Your Defensive Playbook
The crisp autumn air, and the changing color of the leaves, always make me think of football. Fall is the time when many sports fans come to life. Baseball playoffs are in high gear, skaters are lighting up the ice, hoopers are scorching the courts, while college and pros alike are hitting the gridiron. And, while cheerleaders are largely a thing of the past, there is something … [Read more...] about Recommit to Learning: Three Tactics for Your Defensive Playbook
Coaching and Consistency in your BDC
The Business Development Center, or BDC, is the heart of the dealership. Every other BDC website or article you read these days contains that statement. What does that mean? Basically, when it’s running properly like the heart pumps blood to all the organs of the body, a BDC pumps business and strength to every department of the dealership. The BDC has many moving parts, … [Read more...] about Coaching and Consistency in your BDC