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Education Centre

Welcome to our Education Centre. To find your topics of interest, use the search box to search by keyword or choose a category to view listed articles.

Newest Articles Date Posted

Building Value for the Highly Informed Shopper

We have always said that the number one job of the salesperson is "Selection". By this, we mean that everything we do with the client or for the client is designed to help them get the best vehicle choice for their specific situation.

07/04/2014

Making "No" the right answer

Have you ever noticed how easy it is for people to say No in a shopping situation? It's almost automatic!  Of course it is just natural shopping behaviour that comes from their fears.

07/04/2014

Anticipation - Part 2

Here's the rest of the story to the one we shared in April last year. Remember this?

07/04/2014

A Practice Culture in your Dealership

As good as we are, we are all subjected to the day to day erosion of skills and effort by interaction with customers. You may have heard us refer to this as the un-training cycle. Even with great skills and a very high closing ratio, more prospects say no than say yes.

07/04/2014

I just need to talk it over with my spouse...

I just need to talk it over with my spouse...

18/04/2013