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Improving Your Sales Ability

Today’s professional athletes are paid an enormous amount of money. Some would argue too much. Others might say based on low difficult it is to break into professional sports athletes are not paid enough. How did they get to the point they are in life? Do you think it just came naturally to them? Sure, many of them have natural abilities, but I will bet if you asked them, they would tell you they work at their trade every day. How about your doctor or lawyer? Do you think they just rely on what they learned in medical school and law school and wing it from there? If they did, I’ll bet you would get a second opinion.
A sale is where it all starts. Without a sale, nothing else gets put in motion. The trucker that delivers the automobile doesn’t work, the factory worker that builds parts for the automobile is laid-off, and the manufacturer doesn’t have the money to develop new models; not to mention even build the automobile.
We play a key role in driving the economy. Why then do many of us in the sales profession just wing it? We wouldn’t let our doctor or lawyer do it. Sales ability has to be worked at every day. Let’s go back to the restaurant server again. Have you ever ordered lunch from a server that is obviously not aware of what is on the menu? There are at least two approaches the server can take in this situation. Maybe he or she doesn’t know the menu, but they are so friendly and confident, it doesn’t bother you. They use humor, smile a lot, and seek the answers to your questions from a more knowledgeable staff member. The other approach, a server who doesn’t seem to know anything is copping an attitude showing they don’t seem to care. They obviously have no sales or leadership skills. The first server can at least lead you to answers and still get you to order a piece of cream pie after you’ve had your lunch. The second server can hardly get you a clean fork, let alone get your order right.
An F&I manager’s study of how to enhance sales ability should not end with this book. Sharpening your sales skills needs to be an ongoing process, which can be practiced in just about any setting in life. Check out other sales people when you go shopping. Make mental notes of things you heard that grab your attention. Listen to how a parent convinces his or her child they don’t need that piece of candy right now. Study your co-workers, strangers in the mall, actors on TV, or learn from people who have actually been successful in sales through the numerous book, audio, and video programs available.
Commit yourself to studying your profession every day. If you committed 20 minutes per day to reading or listening to something about your profession it would add up to 120 hours of learning per year. That is about 15 eight-hour days or about two weeks. How much better would you be at your profession? How much more income would that be for your family? We could assume the obvious and say two weeks of income, but it would actually be much more than that. Studying your profession will give you exponential growth. Since you are continuously improving the income source (you), the results will exponentially increase/improve. I know this works because I practice it myself. Here are some programs that I know work, but there are many to choose from (share in the comments some of your own suggestions to help others):
  • Advanced Selling Techniques by Brian Tracey
  • Awake the Giant Within by Anthony Robbins
  • Low Profile Selling by Tom Hopkins
  • Personal Power by Anthony Robbins
  • Secrets of Closing the Sale by Zig Ziglar
  • The 7 Habits of Highly Effective People by Stephen R. Covey
  • Winning Every Day by Lou Holtz
An excellent way to find good sources of information is to ask the best sales people, no matter their profession, and most will be able to give you a few they enjoy. While you are at it, ask them how they got to be successful. Make sure you have a notepad available because you are likely to get some very good rules to live by. They will be tremendously flattered and will enjoy talking to another person that shares their same goals: getting better.

VisionMenu Introduces F&I by Design

VisionMenu has introduced F&I by Design, a new solution designed to allow dealers to build their own sales presentation upon a paperless process. A “remote-control” tool within VisionMenu’s vSignature module can display sales tools, multimedia presentations, menus, disclosures, product forms, laser forms and more. F&I by Design presentations can…

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VisionMenu version 4.0 is Coming Soon!

Here’s what to expect from the 4.0 release:

  • A refreshed and updated user interface
  • Cross-compatibility with all browsers
  • New, easy-to-follow error handling process for e-rating and e-contracting
  • New access to additional customer documents from the deal ledger

Please contact us with any questions at 1.800.413.9902 or

vSignature with Graph
vSignature with Graph
Deal Ledger with Forms
Deal Ledger with Forms
Deal Screen
Deal Screen
New Deal Screen with Dropdown Full
New Deal Screen with Dropdown Full
vSignature Contract Form
vSignature Contract Form
New Deal Screen with Dropdown
New Deal Screen with Dropdown

VisionMenu releases Remote F&I

Ft Wayne, Indiana- VisionMenu releases Remote F&I- a remote Menu, Disclosure and Document signing web application that uses the vSignature technology, Patent-Pending, to control what a customer views on their smart phone and allows eSigning of any document.

The remote tool gives the finance person 100% control over what is displayed on the customer smart phone or tablet device no matter where the customer is located, such as the finance office or in the privacy of their own home.

Remote F&I gives the F&I Manager a tool to sell more products to the online buyer, or any buyer that can’t make it into the dealership.” says Ron Martin, president of VisionMenu. “It also gives them a tool to e-Sign documents so the customer doesn’t have to come back to the dealership to resign forms. It can even serve as a tool to close a deal with the buyer at the dealership and the co-buyer at a remote location.

About VisionMenu, Inc.: VisionMenu is a provider of Software Selling Solutions to Automotive and Powersports Dealers. The VisionMenuPRO platform includes VisionMenu, VisonReport, vRate™, vContract, vSignature, and Remote F&I™. These solutions help dealers sell more units, increase F&I product sales and efficiencies, eRate, eContract, eSign Documents and provides them the analytics they need to evaluate profitability.

VisionMenu Offers Second Term Products

VisionMenu has enhanced to allow for products to be allowed on the first and second term menu options. Previously, only the payment for the second term is displayed for the two term menu, while the first term has both term and product options. With this new enhancement VisionMenu users can better illustrate multiple term options, along with multiple product mixes, for the same option. This enhancement makes the menu more flexible to accommodate any sales situation.

VisionMenu Celebrates eContracting Milestone

During January, VisionMenu eContracted 20,648 customer contracts, directly, at no charge. VisionMenu’s vRate process, which rates all providers simultaneously, has been the catalyst for the ease of eContracting for dealers.

eContracting through VisionMenu has grown from a few thousand contracts per month to more than 20,000 in January, and the company expects similar growth throughout the year.

“We are making some significant enhancements to the process this year and expect this kind of growth or better in the future,” said Ron Martin, president of VisionMenu.

Click Here to view to Press release on the F&I showroom website.

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VisionMenu adds Four more Product Providers to its vRate™ platform

Ft Wayne, IN- July 28, 2015- VisionMenu has integrated Perma Plate, VAS (Vehicle Admin Services), ArmorAll, and TWS (Total Warranty Services) to vRate™ for its electronic menu. vRate™ is a feature of VisionMenu which allows the user to rate multiple providers and multiple products simultaneously. vRate™ is a “direct to the provider” electronic rating tool that will populate all of the rates that are returned by any of the providers that VisionMenu has a direct integration. Once the rates are simultaneously returned, the F&I Manager then can simply point and click their desired option for each product and package. vRate™ doesn’t cost providers, agents, or dealers any additional fee than what they were already paying for their menu.

“Adding these four companies brings our number of, direct to provider, integrations to 60 companies,” says Ron Martin, president of VisionMenu. “Dealers are many times using multiple providers with their F&I product mix, so it’s a tremendous benefit to them to bring back the entire rate book of what their customer and vehicle qualify for. vRate™ is so efficient in getting all the rates, that it makes it much easier to eContract.”

About VisionMenu, Inc.: VisionMenu is a provider of Software Selling Solutions to Automotive and Powersports Dealers. The VisionMenuPRO platform includes VisionMenu, VisonReport, VisionReport Mobile, and vRate™. These solutions help dealers sell more units, increase F&I product sales and efficiencies, and gives them the analytics they need to evaluate profitability.

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