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ancillaries

The case for trying preloaded appearance ancillaries

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F&I has always been tasked with handling all the aftermarket sales over the years. VSC, GAP, tire & wheel, and many other smaller products and protections. They are trained in the fine art of presenting everything all at once and hoping that something sticks. It’s not easy and with more products, it can be overwhelming […]
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car

Car buyers advised to skip negotiating, pay sticker price during...

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Chip shortages, factory shutdowns due to COVID outbreaks, and a lack of used car inventory from rental companies are all combining to create supply challenges on dealer lots nationwide. However, March is being seen as one of the best months in car sales in history for both the new and used car markets, and dealers […]
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negotiating

The Steps to Negotiating

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On this week’s episode of On the Mark, Mark Tewart talks about having a gameplan when it comes to negotiating and knowing how you are going to handle different customer approaches.
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negotiating

The Four Stages of Negotiating

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On this week’s episode of On the Mark, Mark Tewart breaks down his four stages of negotiating: hard ball, concede, agreement, and lock down.
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give-get

The Give-Get Negotiating Technique

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On this week’s episode of On the Mark, Mark Tewart talks about one of his favorite negotiating techniques, the “give-get” principle.
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customer

Never Leave the Customer Alone at Your Desk

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On today’s episode of Straight Talk, David Lewis of David Lewis & Associates talks about one of the easiest traps to fall into during your sales presentation; leaving the customer alone at your desk during the negotiation process. VIDEO TRANSCRIPT: Hello again, and welcome to this week’s episode of Straight Talk.  I am your host, […]
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pre-qualifying

Pre-qualifying shoppers by brand, not budget

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  Pre-qualifying shoppers with questions about their budget is the best way to insure that you will get an untruthful answer in response. The only thing you really need to know at this point is whether they are looking for a new or used car, a sedan or a coupe, and what brand they prefer […]
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negotiating

Is Your Negotiating Process Hurting You?

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Thinking Like a Customer Might Seal the Deal By: Mark Tewart It’s a fact that the majority of customers still want to negotiate. Depending on the formal study you may read, they all say well over 50 percent of people want to negotiate on the purchase of their vehicle. The question is, do you negotiate […]
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CBT News – November 19, 2015

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On today's show: Mike Anderson, CEO of the Rikess Group, discusses the benefits of less negotiating, more explaining Are your customers aware of features...