“It is not a good idea to sell below cost, even though I’ve heard rationalizations for doing that.”
Frank Cespedes, senior lecturer, Harvard Business School
Three Sales Myths Debunked
“Incentives, incentives, incentives.”
Alain Nana-Sinkam, ALG’s director-industry solutions, on what to expect if vehicle sales start softening.
Generous Incentives, Sweet Lease Deals Worry Auto Analysts
“The more customers know, the more comfortable they are. The more comfortable they are, the more likely they are to buy.”
Ron Reahard of Reahard and Associates
Right-Click, Left-Click World of F&I
“There are 26 million Americans who are “credit invisible.”
Greg Rable, CEO, FactorTrust, an alternative-credit reporting agency.
‘Credit Invisibility’ Blocks Would-Be Car Buyers
“As the price for a new or used vehicle continues to rise, leasing has become a more viable financing option.”
Melinda Zabritski, Experian’s senior director-automotive finance
Leasing, Loan Amounts Up; Credit Scores Down
“Some dealership sales managers think Gramm-Leach-Bliley was a 1960s rock group.” (It’s an act regulating financial information sharing and data safeguarding.)
Jim Ziegler, Ziegler Supersystems
Why I’m Getting F&I-Certified
“(Millennial dealership staffers) might not make the distinction between customer-service and sales psychology… We have to sell.”
Cory Mosley, Mosley Automotive
Cross-Generational Selling Important as Ever