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TAG SEARCH RESULT: Sales Tactics

April 2018, F&I and Showroom - Feature

Save the Sale Before It Starts

By Jason Forrest

Are your salespeople sabotaging themselves before the sale starts? Dealership expert offers four ways to set them up for a win before the opening gun goes off.

Tags: sales pitches, Sales Tactics, showroom

August 2017, F&I and Showroom - Feature

Navigating the Finance Triangle

Getty Images

By Dale Patten

Success or failure in F&I usually comes down to one thing. Development specialist explains what that is and how it can keep your dealership out of the dreaded finance triangle.

Tags: dealers, F&I training, Finance, Finance Manager, Sales Tactics

March 2016, F&I and Showroom - Feature

5 Things Top Dealers Do Differently

The team at the Jacksonville, Fla.-based Nimnicht Chevrolet earned General Motor's 2014 Dealer of the Year Award. 

By Tom McQueen

Expert lists five prime directives for dealers who want to take their production, company culture and customer service to the next level.

Tags: NADA Convention and Expo, Sales Tactics, Tips for Success

March 2016, F&I and Showroom - Feature

Better Selling Through Disclosure

Photo courtesy of iStock. 

By George Angus

F&I expert has a method for turning one of the most awkward parts of the F&I process into a moneymaker.

Tags: F&I menu, Full Disclosure, NADA Convention and Expo, Sales Tactics

October 2014, F&I and Showroom - Feature

The Perfect Handoff

By Rick McCormick

Like a relay race, winning the F&I profit race comes down to a perfect customer handoff from sales and a strict adherence to the process. F&I trainer offers a few process tips to ensure the baton doesn't get dropped.

Tags: F&I managers, F&I process, finance and insurance, Sales Tactics

November 2013, F&I and Showroom - Feature

Close of Negotiations

By David Robertson

Compliance expert believes that the current regulatory climate could spell the end of the negotiated car purchase and the deal structure that goes with it.

Tags: car prices, Customer Service, Negotiation, Sales Tactics

June 2011, F&I and Showroom - Feature

Make the Most From the Leased

By Tom Wilson

The magazine’s 2010 F&I Dealer of the Year opens its playbook to reveal six tried-and-true products that make for great lease add-ons.

Tags: F&I Dealer of the Year, F&I menus, leasing, Sales Tactics

March 2011, F&I and Showroom - Feature

Pulling Out All the Props

By Gerry Gould

The right prop can be the perfect objection killer, but choose your tools wisely.

Tags: F&I menus, F&I Presentation, F&I products, Sales Tactics

February 2011, F&I and Showroom - Feature

F&I's 10 Commandments

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

May 2010, F&I and Showroom - Feature

5 Roadblocks to F&I Success

By Rick McCormick

It’s still the one department where profits are made, but the F&I office can’t do it alone. Veteran trainer breaks through F&I’s five biggest roadblocks.

Tags: business management, business tools, F&I manager, F&I products, lender strategies, Payment Plan, Sales Tactics

May 2005, F&I and Showroom - Feature

Part 10: Follow Up on Missed Sales

By Jan Kelly

Just because customers decline a product or service at the time of purchase doesn't mean they won't reconsider if asked again.

Tags: Dealertrack, Lender, Sales Tactics, Tips for Success

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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