Sunday, November 28, 2021
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fixed first visit

Keys to Improving Fixed-First-Visit

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When a customer comes to your service department with a problem, they expect you to fix it. It is your job. Unfortunately, fixing it right the first time does not happen every time.  If you live and work in the world of fixed ops, you understand the challenges of getting it right the first time. […]
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service contract

Planting the Seed for the Service Contract

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Why It’s a Mistake Having been on both sides of the aisle as a Salesperson and F&I Manager, I have my own experiences and stories that have absolutely convinced me that it is a mistake to have the salesperson set up their customer by planting the service contract seed. The truth is, no customer walks […]
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sales

4 Opportunities That Create More Sales

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Opportunity #1 – Bring your own business To be successful for a long period of time you must create lead generation marketing. Lead generation equals dollar creation. Many dealerships are not effective at advertising and marketing. If you wait for your dealership to provide your leads and you blame them for poor results you are […]
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Steve Stauning

Steve Stauning: How to avoid the steps to the sale...

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  As a dealership, you have salespeople who know a lot about the customer’s buying process and how to initiate it. Steve Stauning, author, contributor to CBT Magazine, and founder of SteveStauning.com, says knowing the problem isn’t the issue. It’s causing the problem in the first place that’s not getting the job done.
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customer service

A Dealer’s Key to Success: Realizing Everyone is a Salesperson

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The consumer buying experience has seen rapid changes in the past two decades. In years past, customers could only purchase items in a physical...
sales staff

It’s Not About Volume: Make it happen with what you’ve...

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John, a seasoned F&I manager, asked the question: “When business slows down, how do I get through the lean periods?” The answer to that is as simple as it is logical: It’s not about how many customers you have. It’s about what you do with the ones you have! Although it’s great while it lasts, […]
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trial close

Getting the Customer to Like You to Close the Deal

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You have a separate agenda from your potential buyers.  You want to sell a car right now. They, in the meantime, don’t even know if they can trust you.  So, David explains how to build rapport.   Video Transcription Our Tip of the Day comes from David Lewis. Let me tell you what you can […]
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customer

Getting Customers from Keyboard to Showroom (Part 2)

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In part two of his series on getting customers from the keyboard to the showroom, Tom Stuker talks about internet leads, online traffic management, and high-level BDCs with his new series, “How to Move the Customer from their Keyboard to your Showroom.”
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customer

When the Customer says “No”

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Does a no really mean “no”? Sometimes it could mean “tell me more.” On today’s episode of F&I Today, Becky Chernek discusses when the customer says “no” and how to overcome the “I want to stick to the base payment” objection.
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PDI system

What is a Pre-Delivery Inspection?

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Pre-delivery inspections (PDI) are exactly as they sound, a full inspection of a vehicle to assess its readiness for the road. With new vehicles, this includes switching the vehicle out of shipping mode, correcting tire pressures, removing shipping plastic, installing wheel lock knuts (optional of course), checking fluid levels, and driving the vehicle long enough […]
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