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American Financial Receives Multiple Honors in 2019 DCAs

Voters ranked American Financial & Automotive Services placed in the top three in six categories for the second straight year in the 2019 Dealers’ Choice Awards.

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How to Train New Hires for Instant Success

Are you hiring new sales staff? Ask yourself three key questions before you throw your latest recruit to the wolves.

Study: Top Sales Performers Are Active Listeners

A new Marchex study of 6,200 dealership sales conversations by Marchex finds the top 25% of performers listened actively, asked engaging questions, offered contact information, requested names, and were unfailingly polite.

Keep Your Superstars. Fire Your Divas.

GM explains the difference between sales superstars and sales divas and makes the case for special treatment — but only under certain strict conditions.

Your Salespeople Are Being Outsold

Customers are better educated than ever, but that's no excuse for an embarrassing lack of professionalism and product knowledge.

What Are You Teaching?

Dealers can be good teachers or bad teachers, and their influence on employees extends well beyond the showroom walls.

High PVR: Fake News or Great News

Dealers have become accustomed to dismissing claims of $1,500 per copy as ‘fake news,’ but that figure might not be as far out of reach as you think.

Staying Fit on Dealer Hours

G.P. has practical tips for those who agree that physical fitness affects your attitude and aptitude.

VR Could Solve the Learning Riddle

Top trainer explores the world of virtual reality, which could one day create a ‘batting cage’ in which green peas would role-play scripts and engage in back-and-forth dialogues with simulated customers — all in the privacy of their own imaginations.

Stop Paying to Sell

Sales manager Joel Gordon makes a three-part argument for abandoning your commission-only pay plan. Learn how guaranteed income creates a wider and deeper talent pool, smooths out the hills and valleys of success, and acknowledges the realities of auto retail in the 21st Century.