Is Selling an Art or Science?
Convention Preview
ArticleToday the market is changing faster than
ever before. The way banks buy paper, the strength of manufacturers,
inventory levels, deal structure, flooring, size of staff, employee
compensation, and threshold for risk by dealers; all change the way we
do business With all these changes, are your salespeople keeping up with
the times? Continue...
Dealing with Stalls and Objections
Convention Preview
ArticleWhen you greeted Mr. and Mrs. Jones, they
informed you that they just wanted to look around. You proceeded to
befriend them and through the use of your communication skills, found
common ground. This enabled you to acquire information about what they
were interested in, what they had seen elsewhere, and their plans for
moving forward. As you walked them through the inventory, showing a
couple of units, you found one they took a particular interest in. You
answered their questions, pointed out some desired features, and even
asked a few trial closing questions. All seemed to be moving along well,
so you popped the question. “Well folks, what do think? Can you
see yourselves in this RV on your next trip?” Continue...
In Current Market Conditions, F&I Starts In The
Sales Department!
Oh, how the times
are changing! Not too long ago when I was training an experienced group
of top producing salespeople, the F&I manager observed that I was
instructing on how to get more down payment. After the seminar, the
F&I manager came to me, red faced and angry, and told me firmly that
my techniques would cost him money. He explained that the more money
financed with the longest term would make him more in finance
reserve.While I knew he was correct, the sales department was fighting a
different battle. Continue...
