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F&I menu

Keep it simple – time to consider a smaller F&I menu

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The top complaint of most car buyers is the time it takes to make their purchase and drive off the lot. It takes too long even when the lot has plenty of inventory. Now add the F&I experience and the paperwork, selling, etc. and you have plenty of exhausted and frustrated car shoppers who would […]
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DMSC

Brian Pasch shares valuable takeaways from the annual DMSC

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Each year dealers across the country flock to Napa Valley, California, for The Digital Marketing Strategies Conference or DMSC, and this year was no different. Today...
virtual F&I

Is virtual F&I here to stay? Probably, and here’s why

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Since the start of the pandemic, car buyers and dealerships have had to navigate the steep learning curve of digital retailing to sell in a safer environment and in accordance with state and local mandates. Though it may seem like a million years ago since March 2020, we are still trying to shake COVID and […]
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auto sales training

Need auto sales training? Look to your vendors.

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Auto sales training is delivering a poor experience because programs were not designed with modern retailing in mind. In fact, I wouldn’t hire any of the trainers you can find with a quick Google search.  I discovered this problem when I was asked to recommend training programs for this article. I decided to do a […]
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F&I staff

Great Resignation? Gray Tsunami? How F&I can better prepare for turnover...

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The pandemic has ushered in a shift in workers looking for better pay, conditions, and work-from-home opportunities. Some have left traditional jobs to strike out on their own and start a business, which has been labeled the Great Resignation.  Still, others have looked to early retirement. And that’s the ‘Gray Tsunami.’ A survey in late […]
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deal

How far should you go to get a deal approved?

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It’s a busy Saturday at your dealership and the sales desk sends a deal to you for your opinion on which bank will buy it and for what kind of deal structure. You look at the credit app, buyers order, and pull a credit report. And of course, that’s where it gets tricky. Not A […]
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F&I

What a rise in EV sales means for F&I long-term

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The rise of the EV or electric vehicle has made an almost immediate impact on the automotive industry and on dealerships. They are sold with a different buyer in mind and the sales process is a bit more nuanced depending on which EV is sold (hybrid, plug in, etc). A simpler car can sometimes be […]
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closing

Closing in F&I starts with a strong opening

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Most salespeople judge their entire career by how good of a closer they are. In F&I specifically, closing more deals with higher rates and products is everything and most know that their close rate must be a certain number on every deal to make a good living. Successful closing is what it’s all about…or is […]
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How the right automotive CRM can help during the inventory crunch

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In a time where a chip shortage has led to a decline in inventory available and an increase in vehicle acquisition costs, having a well-rounded CRM can boost efficiency in dealerships and enhance the sales process. Sales professionals can monitor prospects with great efficiency and keep better track of where consumers are in the sales […]
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Parros

How to modernize your dealership with a one-person sales model? ...

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Earlier this week, CBT News was on-site at the 2021 (NAMAD) National Association of Minority Automobile Dealers Convention in Miami Beach, Florida. In this...