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questions

Reframing life’s questions: We can have it all if we change...

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When deciding what we want out of life, and where to put our energy and focus to achieving our goals, my mentors and I have found that we need to avoid a limiting concept called “The tyranny of the OR.” This concept, described by author and business consultant James C. Collins, comes into play when […]
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question

Asking better questions equals better leadership

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Developing the skill of asking high-quality questions derives from being genuinely curious in what the other person is saying.  The more engaged you are in the conversation and the better you leverage active listening, that’s when the high-quality questions will arise. Why are high-quality questions so powerful? It does the following: Removes ego by not […]
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listening

Why better listening in F&I is important to increasing PVR, CSI

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Most sales gurus will tell you that the pitch matters, the right questions matter, and that the ‘consultative sale’ is critical to high performance in F&I. But there is something that is more important to sales success and rarely every talked about. Certainly not talked about enough in the F&I office – the power of […]
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questions

The 3 Questions Every Customer Wants Answered Before Saying “Yes”

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When we’re selling a product, service, or idea, we must make the case in the consumer’s mind on why they need it. It doesn’t matter what it is — a vehicle, a candy bar, or the idea to try a new restaurant for dinner — we must convince our customers that their lives will be better […]
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questions

Are Buyers Liars? Ask Questions That Get Honest Answers

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As long as I have been in the car business, I’ve heard salespeople and managers jokingly use the cliché “Buyers are liars.”  When I ask them when they believe buyers are liars, they all respond with the same answer, “When their lips are moving.” I am not sure which concerns me more, the idea that […]
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questions

Questions to Ask a New Agency Partner

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Dealers receive dozens of calls a week from companies attempting to sell marketing services or technology to power their online strategy. Dealership managers should never stop taking calls, but they can save time by requesting the new company to answer a series of questions, in writing, before the first call. I invite all my colleagues to […]
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questions

Ask Better Questions!

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Have you ever had opportunity to spend time with other Dealers, Leaders, Managers and Like Kind Business Owners that you would love to learn from and felt tongue-tied? These opportunities can happen spontaneously – like during a refreshment break at a dealer or business training conference or finding yourself seated next to a leader on […]
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financial

The 3 Financial Tools Every Dealership Needs

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Operating a dealership is fraught with challenges and obstacles that are completely out of your control.  Because of that, it’s important to control those areas that we can control – like how we create and use financial data within the dealership.  Make no mistake, the financial reports tell you everything you need to know about […]
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GAP insurance

How to Sell GAP Insurance with Less Pressure and More Trust

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There may not be a much more maligned F&I product to sell than GAP insurance. It’s the one product that buyers seem to understand the least about yet if they total their car, they will kick themselves for NOT having. It’s a tough sell but it doesn’t have to be… F&I pros know what it […]
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best price

How to Handle the “Best Price” Inquiry From Customers

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 In today’s Tip of the Day, Mark Tewart gives you tips on how to handle the best price inquiry from customers. VIDEO TRANSCRIPTION: Today I want to talk to you about how to handle best price out on the lot. The consumer looks at you and says, “What’s the best price that you could […]
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