All Discussions Tagged 'training' - DealerELITE.net2024-03-29T13:16:50Zhttps://www.dealerelite.net/forum/topic/listForTag?tag=training&feed=yes&xn_auth=no20s Meetings and Real Estate conventions are the worst place to buy anythingtag:www.dealerelite.net,2017-05-23:5283893:Topic:5003762017-05-23T14:41:59.387ZIsraeli rothmanhttps://www.dealerelite.net/profile/IsraelRothman
<p><span>The unpleasant truth about Realtors and Auto dealers: the rule is that they never buy anything unless it is overpriced, under-performing, and outdated. You are not going to hear the truth at a 20's meeting.</span></p>
<p><span>Their incestuous follow the pack methods for choosing management and vendors are why they all bought terrible Cobalt websites in my 20 years in the industry.…</span></p>
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<p><span>The unpleasant truth about Realtors and Auto dealers: the rule is that they never buy anything unless it is overpriced, under-performing, and outdated. You are not going to hear the truth at a 20's meeting.</span></p>
<p><span>Their incestuous follow the pack methods for choosing management and vendors are why they all bought terrible Cobalt websites in my 20 years in the industry.</span></p>
<p><span><a href="http://storage.ning.com/topology/rest/1.0/file/get/2311749165?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/2311749165?profile=original" width="600" class="align-full"/></a></span></p> Best of the Best, or Best of the Worsttag:www.dealerelite.net,2014-10-17:5283893:Topic:4352782014-10-17T19:52:01.009ZJoseph Rosaleshttps://www.dealerelite.net/profile/JosephRosales
<p>Would you ever hire the best of the worst to work in your dealership? Well as bad as that sounds people do it every day. Here's how. They run an advertisement, several (or just a few) respond...they interview the candidates...none of them are really who they are looking for, but they need people so they hire the best of this group...essentially the best of the worst.</p>
<p>Never hire the best of the worst. Have high standards. Be clear about the kind of people you want working in your…</p>
<p>Would you ever hire the best of the worst to work in your dealership? Well as bad as that sounds people do it every day. Here's how. They run an advertisement, several (or just a few) respond...they interview the candidates...none of them are really who they are looking for, but they need people so they hire the best of this group...essentially the best of the worst.</p>
<p>Never hire the best of the worst. Have high standards. Be clear about the kind of people you want working in your dealership and recruit those people. Clearly identify the character and personality traits you are looking for. What kind of experience do you ideally want in a candidate? Do you want people with no previous experience, or do you want some degree of related experience, or are you just fine tuning your existing staff with a couple of experienced car pros. </p>
<p>If you are clear about who and what you are looking for you will have a much higher probability of attracting those candidates. After all you control the vision of your dealership and ...it's either your vision or someone else's.</p>
<p>There are great people out there who are looking for an opportunity to work for you...they just don't know you are looking.</p>
<p>Joseph Rosales</p>
<p>The Sales and Service Group</p>
<p>Medford, New Jersey</p>
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<p></p> The 5 Biggest Reasons the Wrong People Get Hiredtag:www.dealerelite.net,2014-08-26:5283893:Topic:4304982014-08-26T17:25:05.355ZMike Elliotthttps://www.dealerelite.net/profile/MikeElliott
<p><span class="font-size-3"><strong>Here's an excellent article from Lou Adler of the <a href="http://louadlergroup.com/" target="_blank">Adler Group</a>. He has some great insights for anyone involved in the hiring process.</strong></span></p>
<p><span class="font-size-3">Based on thousands of candidate interviews and leading training programs with more than ten thousand recruiters and hiring managers, there is no doubt the wrong person, not the best person, is often the one hired. Here’s…</span></p>
<p><span class="font-size-3"><strong>Here's an excellent article from Lou Adler of the <a href="http://louadlergroup.com/" target="_blank">Adler Group</a>. He has some great insights for anyone involved in the hiring process.</strong></span></p>
<p><span class="font-size-3">Based on thousands of candidate interviews and leading training programs with more than ten thousand recruiters and hiring managers, there is no doubt the wrong person, not the best person, is often the one hired. Here’s why:</span></p>
<p><span class="font-size-3">Managers define the person before defining the job. Here’s a <a href="http://budurl.com/Samplepost" target="_blank">typical job description posted by a fine company</a>. It’s representative of how most job postings are written. Other than the generic responsibilities, the requirements define what the person hired needs to have in terms of skills and experiences. These postings are misnamed – they’re not job descriptions, they’re “person descriptions.” Since clarifying job expectations has repeatedly been shown to be the <a href="http://budurl.com/1strules" target="_blank">number one driver of performance</a>, it seems commonsensical to have managers define the work that needs to be done before defining the person doing the work. Then define what the best people do differently doing this same work than everyone else. A list of the 5-6 most important performance objectives is a true job description. Here’s an <a href="http://budurl.com/AGcontAD" target="_blank">example of a good one</a> and <a href="http://budurl.com/EGFHp3" target="_blank">the instruction manual</a> on how to prepare them for any job</span></p>
<p><span class="font-size-3">Getting the job is not the same as doing the job. We are now in the midst of the 2014 primary season. Has there ever been a politician elected based on the ability to do the job versus how he or she got elected to the job? As voters we overvalue the candidate’s presentation skills, not their ability to do the work. We do the same with job candidates. We overvalue first impressions, affability, and communication skills. We instantly exclude those who are “different” in some way, even those who are temporarily nervous, not the best looking, or those who are not polished interviewers. With candidates, I tend to give the benefit of the doubt to those who have weaker presentations skills, and I’m more cynical of those who are too polished. This is probably good advice for politicians, too.</span></p>
<p><span class="font-size-3">Strangers are treated differently than acquaintances and referrals. In a <a href="http://budurl.com/LIIstrangers" target="_blank">recent post</a>, I contended that people who are connected to the interviewer in some way – even loosely – are evaluated differently and more fairly than a complete stranger. Strangers are assumed unqualified to start. Under this premise they are judged largely on the depth of their skills, level of direct experience, personality and first impression. These are terrible predictors of performance and fit. The connected person begins with a significant advantage: they’re assumed competent. The subsequent assessment is slower and based on the person’s track record of past performance and ability to learn new skills. <a href="http://budurl.com/PbiLII" target="_blank">Here’s a simple way to assess everyone the same way.</a></span></p>
<p><span class="font-size-3">Managers ask irrelevant questions and assess people on meaningless facts. Brain teasers were proved not too smart long ago, although it took a <a href="http://budurl.com/agoxygen" target="_blank">huge study by <em>Google</em></a>before these questions were shown to be useless. I just read on <em>Flipboard</em> that one CEO predicts team skills based on whether the candidate cleans up the coffee cups left in the interviewing room. In this case, Steve Jobs would never have been hired. I had a GM client who related strong organizing and planning skills with an orderly desk, and wanted to visit every candidate’s office as part of the assessment. This past year I had a client who assumed people who cancel interviews at the last minute due to a family crisis lack a strong work ethic. A <a href="http://budurl.com/AGApanel" target="_blank">panel interview can minimize many of these problems</a>.</span></p>
<p><span class="font-size-3">The process is too transactional. Filling jobs with those who are the most skilled is much different than hiring the strongest person possible. The former is largely a box-checking exercise with the price determined by supply and demand. The latter involves a series of two-way discussions to develop a true understanding of the person’s capabilities, interests and fit with the job. There’s more give-and-take in the negotiation process as both sides balance their long- and short-term needs.</span></p>
<p><span class="font-size-3">There are a lot of great people who don’t get hired because they don’t fit some misguided stereotype of success. And it’s not because these people are different or odd. It’s that the traditional approaches for hiring are flawed. When these flawed approaches are combined with some wacky thinking, it’s unlikely the best person for the job will actually be hired, or elected. <a href="http://louadlergroup.com/the-5-biggest-reasons-the-wrong-people-get-hired" target="_blank">Link to his Blog Post</a></span></p> We need MORE of this in the USA: Auto-shop class is a win-win for high school grads, dealerships that need mechanicstag:www.dealerelite.net,2014-08-25:5283893:Topic:4303552014-08-25T13:20:31.300ZMike Elliotthttps://www.dealerelite.net/profile/MikeElliott
<p><span class="font-size-3">Two years out of high school, Evan Fischbach is earning $40,000 a year. His secret: shop class.</span></p>
<p><span class="font-size-3">Fischbach, 19, has known he wanted to work on cars ever since he took an automotive class in his junior year of high school in Saline, Mich. His college-educated parents wondered if he was aiming too low.</span></p>
<p><span class="font-size-3">Then when Fischbach was still a junior, a local auto dealer desperate for mechanics hired…</span></p>
<p><span class="font-size-3">Two years out of high school, Evan Fischbach is earning $40,000 a year. His secret: shop class.</span></p>
<p><span class="font-size-3">Fischbach, 19, has known he wanted to work on cars ever since he took an automotive class in his junior year of high school in Saline, Mich. His college-educated parents wondered if he was aiming too low.</span></p>
<p><span class="font-size-3">Then when Fischbach was still a junior, a local auto dealer desperate for mechanics hired him as an apprentice in the service bay. Now he’s earning about three times as much as the average 19-year-old high school grad and slightly more than the national median, according the Bureau of Labor Statistics.</span></p>
<p><span class="font-size-3">“Friends weren’t interested in auto shop when I suggested it and now I think they wished they had tried it,” said Fischbach, who works at LaFontaine Chrysler-Dodge-Jeep-Ram. “I’m not rich, but I’m not hurting, either.”</span></p>
<p><span class="font-size-3">Fischbach is an all too rare success story that educators, legislators and executives are eager to replicate. With schools focused on preparing kids for college, shop class has gone the way of stenography class in much of the U.S. Companies from Toyota Motor Corp. to Siemens AG and International Business Machines Corp. are pushing high schools to graduate students with the real-world skills business needs.</span></p>
<p><span class="font-size-3">The message is getting through. This year, for the first time in a decade, the U.S. government boosted funding for high school and college vocational education, though the $1.125 billion war chest is $188 million smaller than it was in 2004.</span></p>
<p><span class="font-size-3">Proponents say re-emphasizing vocational education will help reverse the hollowing out of America’s middle class and combat rising inequality. Wage growth since 2009 has been the weakest since World War II even as the rich get richer.</span></p>
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<p><span class="font-size-3"><strong>Middle-class trajectory</strong></span></p>
<p><span class="font-size-3">There are 29 million “middle-education” jobs that pay more than $35,000 a year, considered a threshold to the middle class, according to Georgetown University research. Of those, 22.9 million require only high school or some post high-school training. Fischbach’s job pays enough to launch him on a once-familiar trajectory: start a family, buy a home, pay taxes.</span></p>
<p><span class="font-size-3">Fifty years ago, most American kids in middle and high school attended shop class, where they learned to make ash trays, rebuild engines, weld metal and even market products. As the space race gave way to the high-tech era, policy makers decided such skills were unnecessary. College prep classes gradually supplanted shop, which by then was perceived as a place for slackers and stoners.</span></p>
<p><span class="font-size-3">“It became seen as a dumping ground for kids the regular school couldn’t figure out what to do with,” said James Stone, director of the National Research Center for Career and Technical Education in Louisville, Kentucky.</span></p>
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<p><span class="font-size-3"><strong>My kid?</strong></span></p>
<p><span class="font-size-3">Those prejudices are even more prevalent now that many parents expect their offspring to attend a four-year college. While many parents agree that more students should attend vocational training, the prevailing attitude is: Not my kid.</span></p>
<p><span class="font-size-3">“For a lot of parents, and policy makers, it’s easier to say we need to send more kids to college,” Stone said. “Parents go, ‘Yes, that’s what I want to do. My kid will be successful.’ Then after four or five years they come back with a lot of bills and they’re sleeping on the couch.”</span></p>
<p><span class="font-size-3">Yet businesses can’t find enough people to fix cars and work in factories. Mike Hughes, the service manager who hired Fischbach, finds himself competing with rival dealerships to recruit kids right out of high school. If he can’t find candidates there, he has to train them from scratch.</span></p>
<p><span class="font-size-3">“Nobody wants their kid to be a mechanic,” said Hughes, who estimates Fischbach eventually will pull down $60,000 a year. “They just don’t know how good of a living it is.”</span></p>
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<p><span class="font-size-3"><strong>Bird houses</strong></span></p>
<p><span class="font-size-3">Like many of his contemporaries, Mike Dales, 28, didn’t bother with shop class because he was told college prep classes were more important than building bird houses. His school even charged an extra fee to take shop.</span></p>
<p><span class="font-size-3">After graduating, Dales dabbled in trade school before realizing that he wasn’t going to grasp the math needed for mechanical engineering. He ended up slinging crab claws at Red Lobster before taking a job last year at Area Tool and Manufacturing in Meadville, Pa., where he’s now making parts for the medical, automotive and tech industries.</span></p>
<p><span class="font-size-3">“It always amazes me what I can come up with” after starting with a “chunk of steel,” said Dales, who wishes someone had pointed him toward a vocation when he was a teen.</span></p>
<p><span class="font-size-3">The parents most likely to be dubious about shop class held down manufacturing jobs themselves, only to watch them disappear. The U.S. lost 6.1 million such jobs from 1997 to 2009. Only 644,000 have been added since, according to the BLS.</span></p>
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<p><span class="font-size-3"><strong>Laid-off parent</strong></span></p>
<p><span class="font-size-3">“I mean, how do you walk into the classroom and talk to a 16- or 17-year-old kid about getting into the shop when he had a parent who used to work there but was laid off 10 years ago?” said Ashleigh Smith, office manager of the shop where Dales works. “It’s difficult to explain that the industry is coming back when you have that kind of personal experience.”</span></p>
<p><span class="font-size-3">Advocates of vocational education are pushing high schools to identify students’ career interests earlier and guide them to both vocational and other classes to support that career whether the ultimate goal is college or not. Progress is patchy, and many of the newer programs require students to leave their neighborhood schools altogether or travel to class.</span></p>
<p><span class="font-size-3">Rather than incur the expense of technical training classrooms in each school, New Jersey operates 60 public magnet schools in 21 counties where students can take classes on culinary arts and cosmetology, engineering, computers, landscape design, auto body repair and more. Eleven companies including Mercedes-Benz USA, BMW of North America, Lockheed Martin Corp. and Novo Nordisk A/S partner with the schools.</span></p>
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<p><span class="font-size-3"><strong>Higher caliber</strong></span></p>
<p><span class="font-size-3">Last year, 32,254 kids enrolled, up 30 percent since 2000. The program has become so popular that some kids are being turned away, said Judy Savage, executive director of the New Jersey Council of County Vocational-Technical Schools.</span></p>
<p><span class="font-size-3">“There’s lots of interest in new programs that focus on both college and career,” Savage said. “We’re starting to attract a much higher caliber of students.”</span></p>
<p><span class="font-size-3">Three years ago, New York City started the Pathways in Technology Early College High School in conjunction with IBM, New York City College of Technology and the City University of New York. The six-year high school was designed to help students apply classroom work and real-world skills toward an associate degree in computers or engineering at graduation. IBM provides internships.</span></p>
<p><span class="font-size-3">Even degree colleges are starting to see the benefits of vocational courses. Seth Bates, who teaches applied engineering at San Jose State University, started a remedial shop class for aspiring engineers who can’t use a power drill properly.</span></p>
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<p><span class="font-size-3"><strong>Clueless students</strong></span></p>
<p><span class="font-size-3">“By 1995, a student who came to us who had actually worked with tools was exceedingly rare, and now it’s almost unheard of,” he said. “Maybe it’s 1 out of 50 today. Most of them come in without a clue.”</span></p>
<p><span class="font-size-3">Kyle Jennings, an advanced placement student at Saline High School, is determined to know his way around a machine shop by the time he starts an engineering degree. His dad, a Ford Motor Co. engineer, persuaded him to take shop. His friends mostly think it’s an “easy A” and has zero career value, he said.</span></p>
<p><span class="font-size-3">“These classes really will help,” said Jennings, as he ferreted out a pressure leak in a Jeep Liberty one day in auto class. “You need to know how to work with machines.”</span></p>
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<p><span class="font-size-3"><a href="http://www.autonews.com/article/20140825/RETAIL05/140829934/auto-shop-class-is-a-win-win-for-high-school-grads-dealerships-that" target="_blank">Article from Automotive News</a></span></p> Are Extroverts Overrated in Sales? Here's one Viewtag:www.dealerelite.net,2014-08-19:5283893:Topic:4300912014-08-19T22:50:08.489ZMike Elliotthttps://www.dealerelite.net/profile/MikeElliott
<div><div><p><span class="font-size-3"><em>The “Gift of Gab” does not hold the virtue it once did in sales. Old school sales philosophies told us to bring out the extrovert from within and have lots to say. Nowadays, everything has changed. Prospects no longer want to be talked at by some smooth and slick sales stud. In fact, prospects have grown tremendously weary of this once-hailed approach. In the current market, prospects simply want to be understood and listened to, so the salesperson’s…</em></span></p>
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<div><div><p><span class="font-size-3"><em>The “Gift of Gab” does not hold the virtue it once did in sales. Old school sales philosophies told us to bring out the extrovert from within and have lots to say. Nowadays, everything has changed. Prospects no longer want to be talked at by some smooth and slick sales stud. In fact, prospects have grown tremendously weary of this once-hailed approach. In the current market, prospects simply want to be understood and listened to, so the salesperson’s job becomes asking effective questions to determine whether there is a fit between prospect and solution.</em></span></p>
<p><span class="font-size-3"><em> </em></span></p>
<p><span class="font-size-3"><strong>Here are three reasons that extroverts are overrated in sales nowadays:</strong></span></p>
<p><span class="font-size-3"><strong> </strong></span></p>
<p><span class="font-size-3"><strong>1. The best salespeople are listeners: </strong>Extroverts have spent so much time in their lives talking that they often never learned how to effectively listen. Introverts, on the other hand, are born listeners. They can pay close attention to exactly what the prospect is and is not saying.</span></p>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-3">Whether you are a natural introvert or extrovert, it’s time to start paying much more attention to your prospect. If you are doing any more than 20% of the talking during your selling interactions, you are talking too much.</span></p>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-3"><strong>2. You must be able to observe prospects:</strong> Prospects are constantly dropping very subtle hints as to what they need, want or struggle with. However, if you are spending all of your time thinking about what you are going to say next, you are going to miss these cues. The introvert knows how to listen and watch for what the prospect really desires. Even if you are naturally more of an extrovert, it is time to change your mindset to focus on what the prospect is conveying through actions and words.</span></p>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-3"><strong>3. Break the need for approval:</strong> Extroverts generally seek to be the life of the party. On a deep level, this is driven by a desire to be well-liked. In social situations, this can translate into popularity. However, in selling situations, this desire for approval can translate into a fear of rejection. When you are afraid to hear the word “no,” you are selling from a place of weakness. Indecision is always worse than a “no,” so let go of the need for your prospect’s approval and instead strive to solidify decisions.</span></p>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-3">As you can see, extroverts are not the born salespeople that we once thought they were. Introverts naturally possess many characteristics that breed selling success. Whether you are an introvert, extrovert or somewhere in between, follow these three steps to achieve sales mastery. </span><span style="font-size: 12pt;"> (Excerpted from Marc Wayshak)</span></p>
<p><span class="font-size-3"><strong><a href="http://marc@marcwayshak.com" target="_blank">Marc Wayshak</a></strong> is always offering great insight and advice to sales people and sales managers and I'm definitely a fan, If you're interested in hearing more from Marc, you can sign up at:<strong><a href="https://kv110.infusionsoft.com/app/linkClick/1878/8c7915704c748205/339386/2d7d9e8a25995169" shape="rect" target="_blank">GamePlanSelling.com</a>.</strong></span></p>
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<p><strong><span class="font-size-3">So what's <span style="text-decoration: underline;">your</span> Opinion?</span></strong></p>
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</div> Buy Here Pay Here Financing Basicstag:www.dealerelite.net,2014-06-27:5283893:Topic:4260262014-06-27T05:07:55.488ZI.C. Collins llhttps://www.dealerelite.net/profile/ICCollins
<p><a href="http://storage.ning.com/topology/rest/1.0/file/get/2311736047?profile=original" target="_self"><img class="align-left" src="http://storage.ning.com/topology/rest/1.0/file/get/2311736047?profile=RESIZE_480x480" width="325"></img></a> By Jon Acuff</p>
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<p>What does "Buy Here Pay Here" mean?</p>
<p><br></br>Buy Here Pay Here (BHPH) financing means that you arrange a loan and make payments on it at the dealership. You purchase the car through what's referred to as in-house financing versus through a third party, such as a bank.</p>
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<p>Instead of making monthly payments to a traditional lender, you…</p>
<p><a href="http://storage.ning.com/topology/rest/1.0/file/get/2311736047?profile=original" target="_self"><img width="325" src="http://storage.ning.com/topology/rest/1.0/file/get/2311736047?profile=RESIZE_480x480" width="325" class="align-left"/></a>By Jon Acuff</p>
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<p>What does "Buy Here Pay Here" mean?</p>
<p><br/>Buy Here Pay Here (BHPH) financing means that you arrange a loan and make payments on it at the dealership. You purchase the car through what's referred to as in-house financing versus through a third party, such as a bank.</p>
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<p>Instead of making monthly payments to a traditional lender, you make weekly or bi-weekly payments at the dealership. Although some BHPH dealerships will accept payment by phone or online, many require that you physically bring a check or cash to their location. You therefore "buy" the car at the dealership and "pay" on the loan at the dealership.</p>
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<p>What's the difference between a BHPH dealership and a traditional dealership?</p>
<p><br/>Depending on the dealerships you visit, very little. In fact, many traditional new and used car dealerships have started to offer BHPH financing as an option. You might not see "Buy Here Pay Here" written across the windshields of their cars, but phrases such as "We Finance" may indicate that option is available.</p>
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<p>The key difference between a traditional dealership and one that specializes strictly in BHPH financing lies in the shopping experience. At a traditional dealership, the financial conversation is often the last part of your discussion. After you've seen a few models, asked a host of car questions and possibly test driven one, the dealer will help you explore payment options.</p>
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<p>At a BHPH dealership, the process is usually reversed. The dealer will ask you a series of questions, possibly run a credit report and invest in understanding your credit experience before showing you available cars. Then, with your monthly payment range and down payment information factored in, the dealer will show you cars that fit your financial situation.</p>
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<p>Who should go to a BHPH dealership?</p>
<p><br/>BHPH dealerships are primarily designed for shoppers who may have experienced significant financial bumps and bruises. If your credit score is on the lower end of the scale or if you've had trouble getting an auto loan, a BHPH dealership should be one of the places you visit during a car search.</p>
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<p>What are the benefits of BHPH financing?</p>
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<p>1. Available cars, available credit</p>
<p><br/>The most important benefit of BHPH financing is that it gives credit-challenged people the opportunity to get much-needed transportation. In many cases, BHPH dealerships aren't just an option — they may be the only option when someone has been turned down by traditional loan institutions.</p>
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<p>2. Opportunities to improve credit</p>
<p><br/>One of the ways to rebuild a credit history is to make timely payments on an installment loan. If you consistently make payments on a BHPH car loan, many dealers will report that positive behavior to the credit reporting agencies. Over time, your credit score can improve. Make sure you ask the dealership if reporting is a policy they follow.</p>
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<p>3. Trade-in flexibility</p>
<p><br/>BHPH dealerships tend to be more forgiving when it comes to accepting trade-ins on older model cars. That's because these types of dealerships understand the value and benefit of getting long-term use out of cars that many traditional dealerships would not accept. They are more likely to find a buyer for your car and thus more likely to take it as part of a trade-in.</p>
<p><br/>What do you think? Is this something you can bebefit from or do you have a few tricks up your sleeve that are just as powerful? Make your voice heard by leaving a comment below. Don’t forget to hit the share button if you know others who will find this post useful.</p>
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<p>I.C. Collins ~ Author and Educator: Has One Simple Goal Improve a Million Automotive Sales Consultants Lives</p>
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<p>I wanted to take a minute and THANK all the people that comment, like, and share my posts daily. I appreciate you all! From your friends TechAutoCareers.com® the online resource for the Automotive Sales Consultant™</p>
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<p>Please accept our invitation and feel free to be yourself and get to know our members on Facebook, Google+, and Linkedin.</p>
<p>=================================</p> How to Saletag:www.dealerelite.net,2014-06-25:5283893:Topic:4256672014-06-25T05:47:25.779ZI.C. Collins llhttps://www.dealerelite.net/profile/ICCollins
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<p><a href="http://storage.ning.com/topology/rest/1.0/file/get/2311732798?profile=RESIZE_480x480" target="_self"><img class="align-left" src="http://storage.ning.com/topology/rest/1.0/file/get/2311732798?profile=RESIZE_480x480" width="325"></img></a> Top sales consultants know there's a reason nature equipped them with two eyes, two ears, and one mouth. They use their eyes to observe a prospect's nonverbal communication. They open their ears to listen to what a customer does and doesn't say. And most important of all, the best-sales executives don't utter a sound until given permission meaning…</p>
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<p><a width="325" href="http://storage.ning.com/topology/rest/1.0/file/get/2311732798?profile=RESIZE_480x480" target="_self"><img width="325" src="http://storage.ning.com/topology/rest/1.0/file/get/2311732798?profile=RESIZE_480x480" width="325" class="align-left"/></a>Top sales consultants know there's a reason nature equipped them with two eyes, two ears, and one mouth. They use their eyes to observe a prospect's nonverbal communication. They open their ears to listen to what a customer does and doesn't say. And most important of all, the best-sales executives don't utter a sound until given permission meaning after they've processed exactly what they've seen and heard. To be the best at what you do you have to be looking and listening before speaking.</p>
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<p>Know how to read:</p>
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<p>You have to study your customers' eyes each and every night. Don't approach a customer unless you have established eye contact: It tells you whether they want to engage in conversation with you or to simply be left alone. You have to have the ability to read people. Talk about a value add! (wheels, tint or other after market ideas) I find emails are a difficult way to read a client's or prospect's comfort level. That's because there's no emotion in email or social media unless someone types in capital letters. I can much better assess a client on the phone but I really prefer face-to-face meetings." It's about setting or selling an appointment always insistence on in-person interaction.</p>
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<p>• In order for a customer to make a purchase, you have to make an offer. Look for ways to build offers into your sales process. Let’s take, for example, cross-selling--the art of getting existing customers to spend a little more money with you. And it doesn’t have to take much. In fact, you encounter retailers trying to cross-sell every time you see a “Buy one, get one half-off” deal. Take two or more of your selling methods, and build additional offers into the process.</p>
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<p>• Remember the old saying about how it’s cheaper to keep a customer, than to find a new one. Show some gratitude by sending your customers a note of thanks, and don’t forget to invite them to do business with you again.</p>
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<p>For the most part, selling is about building relationships and creating value for the customer.</p>
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<p>Three more tips:</p>
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<p>"Be honest with yourself and your customer"</p>
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<p>You have to truly love what you do for a living in order to be successful in attracting and retaining customers. Try to put yourself in your clients' shoes and imagine what their wants and needs are. It'll make you a better sales consultant.</p>
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<p>If you can't provide the very best service, they'll find someone else who can.</p>
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<p>Listen to your coustomer. Try to anticipate there needs. Have fun doing what you do and that, in my opinion, is the hallmark of a truly great client-sales consultant relationship.</p>
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<p>What do you think? Do you have a few tricks up your sleeve that are just as powerful? Make your voice heard by leaving a comment below. Don’t forget to hit the share button if you know others who will find this post useful.</p>
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<p>I.C. Collins ~ Author and Educator: Has One Simple Goal Improve a Million Automotive Sales Consultants Lives</p>
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<p>I wanted to take a minute and THANK all the people that comment, like, and share my posts daily. I appreciate you all! From your friends TechAutoCareers.com® the online resource for the Automotive Sales Consultant™</p>
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<p>Please accept our invitation and feel free to be yourself and get to know our members on Facebook, Google+, and Linkedin.</p> Are you sick of Retail Jail and want to upgrade your Automotive Career!tag:www.dealerelite.net,2013-11-22:5283893:Topic:3976792013-11-22T19:08:57.014ZIan nethercotthttps://www.dealerelite.net/profile/Iannethercott
<p>Absolute Results is North America's Premier Automotive Sale Company. Helping Dealerships all over North America and the UK sell more cars for over 20 years now.</p>
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<p>We are currently expanding again and we are looking for Automotive trainers and Account Managers to join our team.</p>
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<p>We are north America's Premier Automotive Private Sale Event Company and we are looking for team members now!</p>
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<p>We are looking for Account Managers to help with Client…</p>
<p>Absolute Results is North America's Premier Automotive Sale Company. Helping Dealerships all over North America and the UK sell more cars for over 20 years now.</p>
<p></p>
<p>We are currently expanding again and we are looking for Automotive trainers and Account Managers to join our team.</p>
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<p>We are north America's Premier Automotive Private Sale Event Company and we are looking for team members now!</p>
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<p>We are looking for Account Managers to help with Client Management and more.</p>
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<p>Here are the details:</p>
<p><a href="http://www.linkedin.com/job/consumer/overview/index?id=9836489&trk=pstcnf_em">http://www.linkedin.com/job/consumer/overview/index?id=9836489&trk=pstcnf_em</a></p>
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<p>We are looking for Private Sale Trainers as well:</p>
<p><a href="http://www.linkedin.com/jobs2/view/9835873?trk=job_nov">http://www.linkedin.com/jobs2/view/9835873?trk=job_nov</a></p>
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<p>If you have question, or would like more information, please reach out to me toll free at 1 888 751 7171 ext 228 or via email at inethercott@absoluteresults.com</p>
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<p>Have a great day!</p>
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<p>Ian</p>
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<p></p> Big City vs Little Citytag:www.dealerelite.net,2013-10-29:5283893:Topic:3935172013-10-29T13:22:38.860ZDaniel Tegederhttps://www.dealerelite.net/profile/DanielTegeder
<p>How do you compete being a small town next to a big town to sell more trucks?</p>
<p>How do you compete being a small town next to a big town to sell more trucks?</p> How much per retail unit do you spend on advertising?tag:www.dealerelite.net,2013-10-02:5283893:Topic:3899892013-10-02T17:27:46.992ZDaniel Tegederhttps://www.dealerelite.net/profile/DanielTegeder
<p>How much per unit do you spend on advertising your new cars. Do you spend it on TV, Radio or more on internet.</p>
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<p><a href="http://www.youtube.com/watch?v=9a0iLXap-9M" target="_blank">Youtube video</a></p>
<p>How much per unit do you spend on advertising your new cars. Do you spend it on TV, Radio or more on internet.</p>
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<p><a href="http://www.youtube.com/watch?v=9a0iLXap-9M" target="_blank">Youtube video</a></p>