10/12/2018 10:00:00 AM | By GWC Warranty

Educating The Educated Customer

Today, more than ever before, customers are walking through your doors with a plan and a price in mind. It’s a dangerous situation that can cut into your margins if you aren’t prepared to teach them something they don’t already know.

10/5/2018 10:00:00 AM | By GWC Warranty

When You Can’t Sell More, Sell Something Better

Let’s be honest, selling more vehicle service contracts isn’t always an option. Whether your penetration rates are on target or you’ve maxed out your ability to sell service contracts, you can still make changes to maximize back-end profit opportunities.

9/28/2018 10:00:00 AM | By GWC Warranty

Primetime For Sub-Prime

Sub-prime deals bring with them a unique set of challenges. Whether it’s finding reliable lending, getting an advance for back-end products or simply working the deal to get a monthly payment your customer will agree to, there are plenty of reasons to tread lightly. But if you look closely, you’ll see that the time is right to strike it big in the sub-prime market.

9/21/2018 10:00:00 AM | By GWC Warranty

Can Your Website Sell A VSC?

All your work to sell a service contract doesn’t have to happen in the F&I office. But can your website sell a customer on the value of a service contract before a customer even steps on your lot? The short answer is yes.

9/14/2018 10:00:00 AM | By GWC Warranty

Sell More. Sell Fast.

A study released this week by iSeeCars serves as a timely reminder of just how important it is to move cars quickly in order to maximize your dealership’s profitability. Plugging into numbers like these gives you the best chance to move more metal and move it more quickly.

9/7/2018 6:00:00 AM | By GWC Warranty

When All Else Fails, Waive The Flag

In the past several weeks, we worked on conquering objections. But sometimes you just can’t get through to a stubborn customer. That’s when it’s time for a last-ditch effort: a sales waiver.

8/31/2018 6:00:00 AM | By GWC Warranty

Conquering Objections Part 5: I’ll Risk It

I’ll risk it. I’ll chance it. I’m fine without it. All these statements are variants of the same objection – one that can be conquered with a simple pencil and paper.

8/24/2018 6:00:00 AM | By GWC Warranty

Conquering Objections Part 4: I Had One Before

In the latest installment of Accelerate’s Conquering Objections series, we cover customers who had a previous poor experience with a vehicle service contract. When a customer declines coverage because they had a service contract before and they didn’t get the value they expected, a few simple yes or no questions can get you over the hump.

8/17/2018 6:00:00 AM | By GWC Warranty

Conquering Objections Part 3: I Know A Mechanic

Sometimes, when all else fails, a customer will resort to an objection that seems unbeatable: they know a mechanic who can help with repairs. But fear no more. This objection is one that you can conquer to turn a quick “no” into an easy “yes”.

8/10/2018 6:00:00 AM | By GWC Warranty

Conquering Objections Part 2: Price

Sticker shock is something you see all too often in the F&I office. Understanding the difference between a complaint about price versus a true objection is key in sidestepping this issue with customers.