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Ask The Power Questions

Rick McCormick

Listening is the most important part of communication; specifically, listening with the intent to learn more about the other person.

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Ask The Power Questions

Rick McCormick

Listening is the most important part of communication; specifically, listening with the intent to learn more about the other person.

So Here’s the Deal – Selling High-Mileage VSC Plans

Ron Reahard

The most important part of the F&I sales process is still discovering the customer’s needs before presenting your products. Customer needs are the foundation upon which you have to build the sale of every F&I product.

So Here’s the Deal – Selling Warranty Compliance Plans

Ron Reahard

Everyone knows that one of the best ways to avoid expensive repair costs is to properly maintain your vehicle. For most manufacturers, required maintenance items specified in the owner’s manual are performed at the owner’s expense. A few manufacturers include all recommended maintenance on their vehicles for a limited time. It’s usually one of their major selling points.

So Here’s the Deal – Handling the ‘Last Car’ Objection

Ron Reahard

Older clients who say they are on their last car need to be protected just as much as a first-time buyer.  Whether you have a first-buyer or a last-time buyer, overcoming this objection still comes down to good needs-discovery questions.

What are you teaching?

Ron Reahard

While life is the ultimate teacher, I have also learned a lot from some other fantastic teachers: automobile dealers. A successful dealer is always a good businessperson. But whether a dealer likes it or not, every day, they are also teaching their employees lessons they will never forget.

So Here’s The Deal – Closing a Sold Customer

Ron Reahard

The difference with cash buyers is they are not concerned about the payment or whether the package will fit into their budget. In their mind, they have agreed to purchase this one additional product and nothing else.  They’re already buying an additional product they weren’t planning to buy and spending additional money they weren’t planning to spend.