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TAG SEARCH RESULT: F&I Tip of the Week

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February 7, 2013

The Pocket Close

When lot customers start asking about their down payments or the best interest rate they can get, it’s time for the salesperson to go for the "pocket close." The F&I Professor explains what that is in this week’s F&I Tip of the Week.

February 5, 2013

[Video] Tip of the Week: Selling With Purpose

Have you ever let someone cut in line without first giving you a good reason why you should let them? Gerry Gould explains why that question relates to selling a service contract in F&I’s tip of the week.

February 5, 2013

Selling With Purpose

Have you ever let someone cut in line without first giving you a good reason why you should let them? Gerry Gould explains why that question relates to selling a service contract in F&I’s tip of the week.

January 31, 2013

Setting and Presenting the Menu

United Development Systems’ Gerry Gould delves into menu setup and presentation, and explains why products are presented in the order they are.

January 29, 2013

[Video] Tip of the Week: Presenting the Right Options

A good discovery interview doesn’t mean anything unless your product presentation matches what you’ve learned about the customer. The F&I Professor explains how that’s done in F&I's Tip of the Week.

January 24, 2013

[Video] Tip of the Week: Embrace the Spotlight

United Development Systems’ Gerry Gould provides a nice pep talk to those in the box, reminding F&I producers everywhere that the spotlight goes on the minute you step out of your office.

January 15, 2013

Time to Eliminate

Gerry Gould says it’s time to eliminate a part of your F&I process that intimidates customers, is old school and does nothing to drive profit. Find out what it is in F&I’s Tip of the Week.

January 3, 2013

Tip of the Week: Presenting the Value

The national average for service-contract penetration stands between 30 and 40 percent, which means about 65 percent of customers are denying the product. So, who’s making the right decision? United Car Care’s John Vecchioni weighs in F&I’s Tip of the Week.

December 20, 2012

Building a Credit Application Business

Tired of getting incomplete credit applications from sales? The F&I Professor John Vecchioni offers a great fix in F&I’s Tip of the Week.

December 13, 2012

Meeting and Greeting With Purpose

A good meet and greet in the showroom should seamlessly transition into an F&I manager’s discovery process. But before you ask your next customer how many miles he or she averages per year, check out John Vecchioni’s F&I Tip of the Week.