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Enhanced Communication Skills via V-A-K
Conley Insurance Group recently had the distinction of hosting Mr. Paul Webb, author of “The Number One Best Selling Book” -For Automotive Sales Professionals. Mr. Webb’s V-A-K system stands for […]
F&I Selling Strategies
Vacations
I’m often surprised by how few Business Managers ask their customers (during the interview), “Who’s the lucky one getting the new car this time around?” By asking the question, we […]
Uninformed Risk Acceptance and Self-Insurance
So you’ve conducted your menu presentation to a cash buyer who responds, “No thanks, I’ll self-insure.” You accept this as a typical response and conclude the paperwork. “Folks, if you […]
Column Structure
Business Managers regularly ask, “How can I increase penetrations on ancillary products?” When I survey their current process, usually the first thing discovered is shallow product columns. Let’s consider we […]
Loss Ratios, Actuaries, and Risk Aversion
A loss ratio is defined as the ratio of the claims paid by an insurer to the premiums earned. A firm’s loss ratio is 50% when they have $50,000 worth […]
Store Average Credit, Checklists, and Working Conditions
Rowing, often referred to as crew in the United States, is a competitive sport where teams as large as nine propel a sleek boat at unbelievable speed by working in […]
Mechanics and Tools
When I ask many Business Managers who their best mechanics are, the answer is often “I don’t know”. This is an incredibly valuable, untapped resource by those of us in […]
Product Knowledge
Last month’s topic focused on the establishment of credibility and paying careful attention to detail. A business manager may process the early stages of a deal near perfectly: -Reviewing the […]
Credibility & Attention to Detail
Credibility is defined as the quality of being trusted and believed in. Truer words I can’t think of as being more critical to the success of our goal, satisfying our […]
Menu Presentation
Last month we covered document presentation and menu introduction. This month we’ll pick up where we left off in the last newsletter. Keep in mind, of course, customer needs vary […]