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Selling only the benefits of paint and fabric products could be walking you right into an objection. F&I expert says there is a better, more tangible way to present the protections.
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The national average for service-contract penetration stands between 30 and 40 percent, which means about 65 percent of customers are denying the product. So, who’s making the right decision? United Car Care’s John Vecchioni weighs in.
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