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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 22, 2013

Breaking Down the ‘Meet and Greet’

Fifteen percent of a successful sale is due to product knowledge, while 80 percent is due to a salesperson’s ability to connect with his or her customer. The F&I Professor breaks down a process for the meet and greet to help drive a better customer connection.

January 17, 2013

Transitioning to the Menu

It's an efficiency tool and a compliance tool all wrapped into one. But when should an F&I manager introduce the F&I menu? The F&I Professor, John Vecchioni, provides his answer F&I's Tip of the Week.

January 10, 2013

[Video] Tip of the Week: Selling the Vehicle Service Contract

Do you understand the theory of Possible vs. Probable? Well, it’ll help you sell more vehicle service contracts if you do. The F&I Professor weighs in.

January 10, 2013

Selling the Vehicle Service Contract

Do you understand the theory of Possible vs. Probable? Well, it’ll help you sell more vehicle service contracts if you do. The F&I Professor weighs in.

January 3, 2013

[Video] 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.

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.

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