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13421 Manchester Road, Suite 204 Saint Louis, MO 63131
Complexity
Initiative may be defined two ways, but the meaning we’ll focus on is the ability to assess and initiate things independently. Resourcefulness is another way to put it. Most Business […]
F&I Selling Strategies
Internal Customers
Our colleagues are our Internal Customers; each of them is as important as anyone we’ll see today. Be that as it may, the Sales/Finance relationship is regularly strained, regrettably, as […]
Owner’s Manuals
I once had a Guest who contacted me with some strange feedback, the day after he had taken delivery. This particular gentleman, it would seem, was experiencing a sort of […]
Lenders
Symbiosis is defined as any interdependent or mutually beneficial relationship between two persons, groups, etc. Clearly this is an accurate definition of the working relationship between those of us in […]
Fielding Some Common Objections
You have just concluded your 2-term (ex. 60 & 72 month) menu presentation. You structured the rate offering the same (where possible) for both terms. The column structure is robust […]
Goals, The Forward Observer, and Adjusting Fire
It’s time to analyze where we’ve been versus where we would like to be. Have we been closely tracking production or are we merely satisfied (or not) with the numbers […]
“Do I Have To Buy Any Of This?”
You have just completed your four-column menu presentation complete with robust column structure. Your Guest, Mary, responds by asking, “do I have to pick one of these options?” It is […]
Motivation, Suppression, and Maintaining Control
To be sure, I fully supported and recognized the efforts of my sales staff. Been there and done that. Plenty of pairs of shoes were worn out obtaining an understanding […]
Supporting the Cause Via Deductible and Educating
Clearly, we are in place to create and protect profitability for our stores. It is up to us to productively provide valuable benefits for our guests while ensuring the house […]
The Best Rate, Sorting Out the Details, and The Surprise Ending
Just when you start to feel like you’ve possibly seen it all, inextricably, someone is going to change that outlook. Before we review what caught me off guard, recently, while […]