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TAG SEARCH RESULT: Sales Process

October 2017, F&I and Showroom - Feature

Storytelling vs. Story Selling

By George Spatt

Veteran salesperson and trainer traces the roots of his success to his days as a door-to-door salesman.

Tags: sales, Sales Process, showroom

December 2016, F&I and Showroom - Feature

Ditch the Interview

By Ryan Fischer

F&I pro makes a case for ditching the F&I interview. He says a quick discussion with the salesperson and a look at the customer’s credit report and trade appraisal will tell you all you need to know.

Tags: Customer Interview, F&I, Sales Process, training

July 2016, F&I and Showroom - Cover Story

Greg Miller Breaks From F&I Tradition With New Venture

On April 20, 2016, Greg Miller inked a deal to acquire Bob Baker Toyota, marking his return after a year away from the business. The San Diego dealership will operate under his new enterprise: Greg Miller Automotive San Diego. 

By Eric Gandarilla

Greg Miller is back, more than a year after shocking the automotive world when he stepped down as CEO of the Larry H. Miller Group. And as he’s known to do, he’s doing things his way.

Tags: Greg Miller, Larry H. Miller, No-Haggle, One Touch Process, Sales Process, Toyota

April 2016, F&I and Showroom - Feature

Lessons From the Indestructible Cockroach

By Dave Robertson

AFIP chief finds clues to the survival of the F&I department in the hardier qualities of a common and durable pest.

Tags: F&I, F&I process, Millennials, Sales Process

September 2006, F&I and Showroom - Feature

Lift Off! Taking Leadership to the Next Dimension

By Jimmy Atkinson

A well-run, successful dealership starts with strong management. Develop a plan and continually emphasize its importance to all employees.

Tags: dealer, Sales Process, training

July 2003, F&I and Showroom - Feature

How to Use the Option Close

By Ron Martin

The professional closer always begins with the end in mind. He or she looks for the opportunity which presents itself during the presentation to ask the customer to make a decision. One of the best ways to get a positive decision is in providing favorable options.

Tags: F&I menus, F&I products, sales department, Sales Process

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Blog

So Here's the Deal

Ronald J. Reahard
Handling the ‘Last Car’ Objection

By Ronald J. Reahard
Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.

Sold But Not Closed

By Ronald J. Reahard
An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

(Video) Measuring Up

By Ronald J. Reahard

It's OK to Be Nervous

By Ronald J. Reahard

Done Deal

Gregory Arroyo
It Is Unwise to Lower Your Defenses

By Gregory Arroyo
The editor wonders how regulators, including two new mini-CFPBs in Pennsylvania and Maryland, view a consumer advocacy group’s highly critical report on how dealers price F&I protections.

What's Really Behind the Subprime Pullback?

By Gregory Arroyo
One F&I insider says there’s more to the subprime pullback than the recent uptick in delinquencies. He says regulators are the real reason finance sources are so risk-averse.

What’s Your Take?

By Gregory Arroyo

Connecting the Dots

By Gregory Arroyo

Mad Marv

Marv Eleazer
G.O.Y.A.

By Marv Eleazer
His Madness wants more F&I managers to improve turnover rates by taking an active role in the sales process.

The Little Things

By Marv Eleazer
Reading about one of the first-known cybercrimes gets His Madness thinking about how small issues can morph into big problems.

Industry Summit: It’s Worth the Investment

By Marv Eleazer

6 Ways to Deliver Exceptional Service

By Marv Eleazer

On the Point

Jim Ziegler
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
Da Man says $40,000-a-month sales rock stars still exist. He says you’ll find them on YouTube and Facebook Live.

The New Stooges

By Jim Ziegler

Is Your Quick Lube Driving Away Business?

By Jim Ziegler