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Document Presentation and Menu Introductions
Many menu introductions I have witnessed have kicked off with the same level of social grace as a donkey walking across a frozen lake. Instead, try this. Develop the habit […]
F&I Selling Strategies
Come Out From Behind the Curtain Mr. Wizard “Customer Profiles”
Are you relying on an interview with your salesperson, at the time a deal is turned over to you, to determine how you submit your deal to the lenders?… how […]
Cadence and Inflection
Are your customers sitting in front of you, at your desk, struggling to stay awake? Does your presentation have a certain numbing effect? Could a medical professional prescribe, in place […]
45 Cents Per Hour
The back story: the menu you have created is a two-term affair with 60- and 72-month terms. The interest rate is a reasonable 5% APR for both with 30 days […]
Persona Non-Grata
Noun: An unacceptable or unwelcome person. When particular salespeople bring a deal back, do your colleagues in the finance department ever find themselves oddly preoccupied with activities? Perhaps this applies […]
F&I Selling Tips: Verify. Empathize. Address.
Have you ever made the following statement to your customers: “Your lack of willingness to succumb to my will is very disappointing”? Of course you haven’t, at least I hope […]