I need an email address. What are the miles? Is the wife on the title to the trade-in? The insurance card is expired. Where’s the etch number? What color is the vehicle? Is there a PO Box I need to make sure is on all the paperwork? I could continue, but as you are probably standing over a trash can eating your lunch while reading this article–I’ll be brief: welcome to … [Read more...] about The ‘Why Behind’
sales
A Better 5-Step Plan to Product Sales Success
Whether you’re launching a new F&I product, a new bundled package or want to increase the penetration of products you’ve displayed on your menu for some time, developing a detailed plan for success never goes out of style. What will make your five-step plan more fruitful is how it will give your sales and F&I teams tools for planting the seed of desire in prospects … [Read more...] about A Better 5-Step Plan to Product Sales Success
Kissing Babies & Shaking Hands: Reality of Social Sales
Ali Reda sells more cars each year than any other human being on the face of the earth, and whenever he gets ready to leave a local restaurant, his wife and kids know it's going to take them a good twenty minutes to make it to the exit while Ali is shaking hands, working the room and making friends all the way to the door. Getting to know people. Letting them get to know … [Read more...] about Kissing Babies & Shaking Hands: Reality of Social Sales
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