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Stop your customers becoming rivals’ conquest targets
29 Oct 2021We all know that renewals customers take less time to deal, typically retain higher margin and are much easier to manage through the process. It seems strange that as a profession we would still prefer to chase deals that take longer to close, make less money and leave everyone happy but knackered afterwards? Satisfying yes, […]
Finance isn’t sexy but it can be the be the deciding factor for a knife-edge sale
22 Sep 2021As an F&I trainer I get this a lot, comments like “It’s not a sexy subject Andy”, or “How the hell will you make a whole day of finance interesting?” Well that’s pretty consistent feedback and has been for the last 37 years, but recently I got a new one from a delegate. She said […]
Why you should be telling your customers a story
17 Sep 2021Recently I was working with a large group of motor product managers for a premium manufacturer. I was simultaneously impressed at their encyclopaedic technical knowledge of their brand and their metal products and a bit mortified at their ability, or maybe difficulty, in communicating their knowledge to us mere mortals. It was done in a […]
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