With many manufacturers recently running promotions with low interest rates, many salespeople have encountered customers coming in and mentioning the advertised finance deal. Unthinking, unprepared salespeople immediately refer the customer to the F&I Manager then wonder why the customer got a lot of info about the finance and then left without buying a car. In [...]
Sales Training
Back in my football-playing days, I played in a grand-final-winning football team. Going into the final quarter in the grand final, we trailed by 30 points, yet we managed to kick 42 points to 1 in the last quarter and win by 11. As the celebrations were winding down later that night, I sat quietly, [...]
I was driving between appointments today and listening to music. In my playlist was a song called "Hard Act to Follow" by Split Enz. This song was a favourite of mine in the early 1980s and I started singing along. As I drove and sang it occurred to me that I was singing some incorrect [...]
Road to a Sale is a procedural guide for helping a client to buy a car. Different versions of Road to a Sale have been around for decades and there have been an extraordinary number of different versions of Road to a Sale. Some manufacturers and dealerships have their own versions of Road to a [...]