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
Lightbulbs, Microphones and a Tattoo Machine! Thomas Edison is known for his lifelong achievements, but he did not get there overnight. Determination and commitment paved his way to success, and they can for you, too. Determination is the real story behind Thomas Edison. He didn’t…Read More Lightbulbs, Microphones and a Tattoo Machine!
That Crazy Columbo! Most of us have laughed at the crazy efforts of Lieutenant Columbo to lull criminal suspects into letting their guard down and then watched as he would get information that no one else could. An article in the American Bar Association Journal…Read More That Crazy Columbo!