10/11/2019 10:00 am |
Selling To The Informed 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.
09/27/2019 10:00 am |
Focus On Quality Over Quantity
Sometimes you aren't able to sell more so focus on selling something better. Let’s look at ways you can begin upselling more often and improving back-end profits even when your service contract penetration is right where you want it.
09/13/2019 10:00 am |
When It Comes To Selecting Inventory, Trust The Data
When it comes to acquiring the right inventory for your lot, it’s easy to go with your gut and buy a car based on your experience and savvy. But what if your general industry acumen could be augmented by data and information that will help you find cars that can fly off the lot just as quickly as you get them there?
08/30/2019 10:00 am |
Avoid Post-Sale Heat
Customer buys a vehicle, leaves your lot and has a breakdown. Now your reputation is on the line. If you informed your customers of the vehicle service contract features that can help following a breakdown, this potential for post-sale heat will leave you feeling worry-free.
08/16/2019 10:00 am |
Your Greatest Marketing Asset
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.
08/02/2019 10:00 am |
The Most Common Customer Objection
It's the easiest objection to roll off a customer's tongue: “I can’t afford a service contract.” If a customer drops this line, consider it a clear path to a VSC sale.
If it sounds simple, that’s because it is. Getting a customer who claims they can’t afford a VSC to understand it’s value involves just a slight tweak to their statement to clearly illustrate just how important protection from out-of-pocket repair costs can be.
07/19/2019 10:00 am |
Closing With Monthly Budgets
How many times have you sat across from a customer in the F&I office whose repeated answer of “No” to your service contract offer seems impossible to overcome? It’s never easy to break through, unless you have a common thread you know your customers will comprehend – their monthly budgets.
07/05/2019 10:00 am |
It’s Time To Make Time For Training
With everything you handle on a given day, it’s easy to dismiss training for you and your staff. You understand the value, but always find a reason to put it off. But that can end today.
06/21/2019 10:00 am |
Gaining Customer Trust In The F&I Office
Perhaps the most difficult obstacle to overcome in the F&I office is getting your customers to trust that the products you’re offering will be worth the added cost. Establishing that trust is the first step in building the foundation for long-term F&I success.
06/07/2019 10:00 am |
Non-Compliance: Time and Money You Don’t Want To Spend
New regulations for car dealers can be a moving target – but one you can’t afford to miss. Fines and penalties for being non-compliant can be crippling to even the best businesses, which is why car dealers today need to stay on top of regulatory changes in the market.