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Find the Onion!

Rick McCormick

If you are good at discovering purpose, people will like you and trust you, and if you are selling, they will buy from you.

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Find the Onion!

Rick McCormick

If you are good at discovering purpose, people will like you and trust you, and if you are selling, they will buy from you.

The Digital Danger

Rick McCormick

The danger of digital is that we will attempt to rely on it to do the things that our selling skills were intended to accomplish.

Close on Something Else

Rick McCormick

Welcome an objection, embrace it and create an irresistible offer that makes “yes” easy, and then close on something else.

F&I Customers Are Just Like Us!

Rick McCormick

Top-producing F&I managers have learned to look at their presentations from the other side of the desk and build trust in the process — and themselves — to sell more products to more customers.

Connecting Over Closing!

Rick McCormick

How well are you connecting with your customers? Or rather, how are you making your customers feel? What experience are you offering? Do customers leave your office feeling sold and overwhelmed, or excited, informed, and confident? The major contributor to success with any client interaction is connecting with them on a personal level.

Peace of Mind is at a Premium

Rick McCormick

The pandemic’s disruption of what was previously normal has resulted in a desire for stability. The products we offer in the F&I office reduce risk in the case of an unexpected event, providing customers with the peace of mind they crave. In uncertain times, there are few things more valuable than that. People worry about their finances, their jobs, their health, their families, etc. If your offering can remove an item from their worry list, that’s a benefit many are willing to pay for. The benefit of peace of mind can be maximized with two efforts with every customer.