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Have you ever had a customer object to an F&I product by saying they never used the last coverage they purchased? Gerry Gould offers a response to that objection, one he says F&I managers need to utilize more often.
Read More →John Vecchioni, the F&I Professor, reveals the best objection-handling technique he’s ever come across. United Car Care’s national trainer also explains the “Pirates Method” of objection handling.
Read More →Longer factory powertrain coverage does undermine the F&I manager’s effort to sell product, but maybe there’s another way to look at it. United Development Systems’ Gerry Gould explains in this week’s Tip of the Week.
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To sell environmental protection, you need to clear up several misconceptions. Doing so will pave the way to a successful sale.
Read More →If the customer says “No” to a product, don’t ask “Why?” Instead, have a conversation. Gerry Gould shows you how in this week’s Tip of the Week.
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Being able to handle an objection isn’t rocket science, but it does require you to adhere to a strict process. The magazine’s newest F&I expert lays out a five-step plan of attack.
Read More →The magazine’s frontline columnist is a little fed up with all the talk about the customer interview. Here’s his take on why dealers and trainers need to be careful about imposing it on F&I producers.
Read More →IAS announced it will be demonstrating its new SmartPad software tool at F&I and Showroom’s Industry Summit 2011. The tablet-based software will be featured on Apple iPads and Motorola Xoom devices.
Read More →F&I managers interested in participating in F&I and Showroom magazine's new F&Idol contest have 10 days to submit their entries. Entries can be recorded using an iPhone, Android phone, Flip video camera, iPad, Webcam or any other video recording device.
Read More →Has the industry gone mad? The magazine’s in-the-trenches columnist fires a shot across the bow of the push toward a combined sales/F&I manager.
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