F: (314) 909-9157
13421 Manchester Road, Suite 204 Saint Louis, MO 63131
Menu Presentation
Last month we covered document presentation and menu introduction. This month we’ll pick up where we left off in the last newsletter. Keep in mind, of course, customer needs vary […]
erikl
About erikl
Posts by :
Document Presentation and Menu Introductions
Many menu introductions I have witnessed have kicked off with the same level of social grace as a donkey walking across a frozen lake. Instead, try this. Develop the habit […]
Come Out From Behind the Curtain Mr. Wizard “Customer Profiles”
Are you relying on an interview with your salesperson, at the time a deal is turned over to you, to determine how you submit your deal to the lenders?… how […]
Cadence and Inflection
Are your customers sitting in front of you, at your desk, struggling to stay awake? Does your presentation have a certain numbing effect? Could a medical professional prescribe, in place […]
45 Cents Per Hour
The back story: the menu you have created is a two-term affair with 60- and 72-month terms. The interest rate is a reasonable 5% APR for both with 30 days […]
Persona Non-Grata
Noun: An unacceptable or unwelcome person. When particular salespeople bring a deal back, do your colleagues in the finance department ever find themselves oddly preoccupied with activities? Perhaps this applies […]
F&I Selling Tips: Verify. Empathize. Address.
Have you ever made the following statement to your customers: “Your lack of willingness to succumb to my will is very disappointing”? Of course you haven’t, at least I hope […]