Decisions, Decisions, Decisions! With the new year upon us, everyone would like to increase their level of success and their income! In reality, we each write our own check. The amount of that check is based on the decisions we make and the actions we…Read More Decisions, Decisions, Decisions!
What Sank the Titanic Will Sink Your Dealers! Iceberg, right ahead! is the shout Fred Fleet, the lookout for the ill-fated Titanic, is said to have given when he saw the ship’s doom ahead. How could the Titanic, such a large and well-designed ship, ever…Read More What Sank the Titanic Will Sink Your Dealers!
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