Safe and Sound! The founder of online music store CD Baby, Derek Sivers, once said, The single most important thing is to make people happy. If you are making people happy, as a side effect, they will be happy to open up their wallets and…Read More Safe and Sound!
Do the Work! Selling intangible products is hard! I’ve never seen a customer so excited about buying a vehicle service agreement that they can’t wait to show it to their friends. Selling an intangible product requires discovering and helping the customer see their need for…Read More Do the Work!
3 Levels of Selling the Invisible! The products sold by the F&I manager, as with any insurance-based product, are invisible. Customers buy a tangible product because they can see, touch, smell or test it. However, they buy an intangible product because they see a need…Read More 3 Levels of Selling the Invisible!
Growing From the Inside Out! Sales is a numbers game. However, many times we get things backwards. We focus almost exclusively on results (outside) to the neglect of the process (inside) that produces them. I remember the first time I said to an owner who…Read More Growing from the Inside Out!
The Chick-fil-A Difference Chick-fil-A draws from the same pool of individuals to hire employees as Taco Bell, McDonald’s and other fast food restaurants. Yet their customer service skills and intentional effort to respond with “Please,” “Thank You” and “My pleasure,” has been one of the…Read More The Chick-fil-A Difference