Coffee Is for Closers
Patrick York – Vice President of Marketing
Are you creating mental ownership with an effective product presentation?
Unlike most of the steps in the sales process I’ve covered so far, product presentation is something everyone does, from the worst salesperson to the best salesperson. Showing the customer the product you’re trying to sell has been done since the first car was ever sold. Because of this, it’s a step that gets taken for granted. Few people evaluate the way they’re conducting this step to make sure they’re doing it well. But because it’s one of the most important steps, it’s critical to get it right. [ more ]
|
Using a Menu for Full Disclosure and Increased Customer Satisfaction
By Lee Ann Concienne – F&I Specialist
Over the past few years, the emphasis on customer satisfaction in dealerships has increased significantly. Manufacturers are now tying availability of new vehicle inventory to good customer service and CSI scores, and F&I Departments across Texas are tying CSI to pay plans. Dealers are feeling pressure to keep customers happy before, during, and after the sale. And the only way to do this is to use full disclosure. [ more ]
|