The Industry's Leading Source For F&I, Sales And Technology

Article

TAG SEARCH RESULT: Creative Selling

March 2016, F&I and Showroom - Cover Story

Mastering the Menu

By Gerry Gould

Does the transition to the F&I menu presentation stress you out? F&I trainer has the three-part cure.

Tags: Creative Selling, F&I menu, F&I Menu Presentation, F&I products

January 2016, F&I and Showroom - Feature

Credibility Does Sell

Gerry Gould was one of the featured trainers at Industry Summit 2015, held at the Paris Las Vegas this past September. Along with fellow UDS trainer Fernando Romani, Gould presented “Actions Speak Louder Than Words.”

By Gerry Gould

Top trainer says rapport moves the metal, but credibility moves the paper. He lists five ways F&I managers can build product-moving credibility.

Tags: Creative Selling, F&I training, sales training

December 2015, F&I and Showroom - Feature

The Emotional Side of Selling

Rick McCormick was one of the featured trainers at Industry Summit 2015, held at the Paris Las Vegas this past September. He presented "Growing F&I From the Inside Out." 

By Rick McCormick

Top trainer reminds F&I pros to occasionally set aside the logical flow of product presentations and let emotions take over.

Tags: Creative Selling, F&I menus, F&I training

« Previous1Next »

Blog

So Here's the Deal

Ronald J. Reahard
Avoiding the AAA Objection

By Ronald J. Reahard
Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit included with most service contracts.

(Video) Capture Missed VSC Sales

By Ronald J. Reahard
In response to a reader question, the magazine’s F&I wiz updates his plan for re-pitching service contracts to customers who declined the protection at the time of delivery.

The Dealer Moved My Goal Posts

By Ronald J. Reahard

Addressing F&I’s Internet Problem

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Protecting F&I’s Future

By Gregory Arroyo
The editor responds to a reader’s question about whether F&I managers are being replaced by iPads and digital retailing tools.

Game Almost Over

By Gregory Arroyo
With the CFPB’s controversial guidance officially repealed, the editor delves into what the bureau was really after in its targeting of dealer participation.

The Repair Is Covered

By Gregory Arroyo

Change Is Happening

By Gregory Arroyo

Mad Marv

Marv Eleazer
Stop Painting Dealers With a Broad Brush

By Marv Eleazer
His Madness has a few choice words for media members who obsess over every act of dealer malfeasance while ignoring their charitable and volunteer efforts.

I Love F&I. How About You?

By Marv Eleazer
His Madness challenges F&I professionals to decide right here and now whether F&I is your career or just a job.

Is That Legal?

By Marv Eleazer

Overcome Your F&I Weaknesses

By Marv Eleazer

On the Point

Jim Ziegler
Bound to Fail

By Jim Ziegler
Da Man returns with a message to vehicle manufacturers jumping into the subscription waters: It ain’t gonna happen.

Sharpen Your Survival Skills

By Jim Ziegler
‘Da Man’ has a plan you can use to survive the collapse of the car business and remain profitable through the dealer apocalypse.

Sales Rock Stars Still Exist

By Jim Ziegler

The New Stooges

By Jim Ziegler