Thursday, June 30, 2022
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reinsurance

Don’t Play Hide-n-Seek with Reinsurance Fees

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Each month, when you review your personal bank and savings account, you have probably seen little fees, like a checking fee, minimum balance charge, hard copy statement fee, and ATM fees. There are numerous little fees that are deducted from your account. $10 here, $1.50 there, it all adds up.  But, what if those fees […]
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customers

Customers Want to Buy, So SELL!

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Okay, perhaps you won’t die, but can we all agree it’s finally time to drastically shorten the old-school road-to-the-sale and truly improve the customer’s buying experience? In Ernest Hemingway’s 1926 novel, The Sun Also Rises, we read the following dialogue: “How did you go bankrupt?” Bill asked. “Two ways,” Mike said. “Gradually and then suddenly.” […]
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fixed-ops

10 ways to grow your Service Drive

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Joe sits down with Michael Roppo, Director of Fixed-Ops with Withum, Smith & Brown. Michael and Joe go over how you can improve your fixed-ops department as well as Michael’s article for CBT Magazine, A Growth Revenue Optimization Plan.   Read Michael’s article, “A Growth Revenue Optimization Plan,” on page 40 of the July 2017 […]
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close the deal

5 Solutions to Close the Deal

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Way too many salespeople spend too long selling and too little time closing. These two things—selling and closing—are completely different arts and you need to master both for success. Selling requires you to sell features, options and get emotional involvement while the close requires persistence and logic to make sense of getting your customer to […]
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hot leads

5 Ways to Connect with Hot Leads

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Originally published in the June edition of Car Biz Magazine. How effective have your “speed traps” been in stabilizing phone management at your dealership? Let me clarify, have you attempted to set up a speed trap to catch your poorest performers on the phone or improve the ineffective phone skills habits of your team? But, […]
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newscast

Are you ready for digital changes? | 5 Ways to Connect...

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On today's CBT Newscast for Wednesday, June 28th, 2017: Are you ready for digital changes in auto? Consumers Are. Joe Gumm sits down with Sharon Kitzman,...
customer nights

Are customer nights beneficial?

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To have a true customer buying experience, some dealerships believe if everyone was happy during the process, it was a win-win. Other dealerships think that if they received a positive online review from the customer it was a success. Mike Esposito, former dealership GM now President and CEO of Auto/Mate, believes developing a relationship with the […]
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sales team

Stop Limiting the Performance of Your Sales Team

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In researching how people learn, and working with teams across the country, I find one of the biggest hindrances for improvement is the Performance Prejudice of the staff’s leaders. Now I know prejudice is a word that can strike individuals to their core. “I am not prejudiced” and I can hear this ringing in rooms […]
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phone

Break old school phone habits: Creating a successful phone practice

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There are two quick facts about your customers and your dealership: Fact #1: Customers are looking for a faster and better customer experience when they buy a car. Fact #2: The “old school” phone processes at your dealership aren’t sustainable to compete in the future. When you combine those two facts, the reality of today’s […]
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Erik Nachbahr

7 steps to take your dealership’s IT strategy to proactive from...

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Seven Signs Your IT Strategy is Reactive What is your dealership’s information technology (IT) strategy? Does it have one? If you don’t currently have a five-year IT plan, then your strategy is reactive. This means your dealership is spending a lot more than it needs to. You know your strategy is reactive if: 1) Your […]
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