February 2012 - Feature
By Tony Dupaquier
Get a complete breakdown of a GAP objection-handling technique insurance companies don’t want you to know about.
Tags: F&I presentation, GAP, objection handling, word tracks
December 2011 - Feature
By Don Geroni
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.
Tags: objection handling, tips for success, training
April 2011 - Feature
By Ronald J. Reahard
F&I trainer runs through six objection-handling techniques for selling service contracts and GAP, and offers advice for closing the customers who listen.
Tags: Customer Service, GAP, objection handling, service contracts
February 2011 - Feature
By Rick McCormick
Starting out in F&I is never easy, but the magazine’s resident expert lays out a game plan to get F&I ‘newbies’ off on the right foot.
Tags: Customer Service, F&I products, objection handling, sales tactics, tips for success
August 2009 - Feature
By Nate Hall
Have we forgotten our purpose? A Kentucky dealer provides a reminder of why F&I exists, and why the people fielding the position are so important.
Tags: F&I products, objection handling
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