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March 2017, F&I and Showroom - Feature

5 Habits of Highly Successful Sales Professionals

By Tom McQueen

Sales trainer reviews the five fundamentals that separate mediocre salespeople from the true professionals.

Tags: CSI, customer satisfaction, Customer Service, Road to the Sale, sales, Showroom

February 2016, F&I and Showroom - Feature

Want vs. Need: A Lesson in Salesmanship

Courtesy of iStockPhoto.

By George Spatt

Industry veteran tells an entertaining tale of a conquest sale from 40 years ago to relay three key lessons about salesmanship and the art of listening.

Tags: Dodge, sales, Tips

February 2016, F&I and Showroom - Feature

Perfecting the F&I Turnover

Courtesy of iStockPhoto. 

By Anna Puzier

Expert says salespeople play a critical role in what happens in the F&I office. She lists four ways they can successfully pave the road to back-end sales.

Tags: Finance, Millenials, Profitability, sales

August 2011, F&I and Showroom - Feature

Buy-Sell Mistakes to Avoid

By Lon Leneve

Before you think about selling or expanding your operation, check out this buy-sell primer for avoiding four possible landmines on the road to a sale.

Tags: dealer, Legal, sales, transaction prices

January 2011, F&I and Showroom - WebXclusive

Lexus Giant Adapts to the Times

Department heads Greg Zeigler, Lance Digges and Bob Glasser each played a role in boosting JM Lexus’ revenue from CPO units when new-vehicle sales began to slip.

By Joan Shim

The magazine takes a look inside the world’s largest Lexus dealership to learn how a new approach to F&I, CPO sales and online marketing helped it survive the Great Recession.

Tags: Lexus, sales, web marketing

January 2011, F&I and Showroom - WebXclusive

10 Fixes to F&I’s Biggest Challenges

By George Angus

F&I expert shows you how to take control of the 10 biggest challenges F&I managers faced in 2010.

Tags: Finance, sales, Tips for Success

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