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Results: 33

[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

[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 29, 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 24, 2013

[Video] Tip of the Week: The Service Walk Reloaded

It’s a fact that salespeople who conduct the service walk achieve higher grosses on the vehicles they sell. So why doesn’t every sales consultant do it? Gerry Gould weighs in, and covers the F&I manager’s roll in this important step on the road to a sale.

January 8, 2013

[Video] Tip of the Week: 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.

December 13, 2012

[Video] Tip of the Week: Selling Interior/Exterior Protection

Did your customer clean the inside and outside of the vehicle they’re trading in? If so, then you have the perfect entry point to sell interior and exterior protection. United Car Care’s John Vecchioni explains in F&I’s Tip of the Week.

December 6, 2012

[Video] Tip of the Week: Getting in the Game

United Development Systems' Gerry Gould explains why it’s critical that F&I managers get involved on the showroom floor when they’re not working a deal.

December 4, 2012

[Video] Tip of the Week: Sales Meetings Done Right

United Car Care's John Vecchioni says it’s OK for F&I managers to use sales meetings to update the sales team on outstanding deals, but the F&I Professor says it’s even better if the F&I manager can share a closing experience to help those struggling sales consultants.

November 29, 2012

[Video] Tip of the Week: Confirm What They Say

Getting sales consultant to help the F&I cause is a great thing, but that doesn’t mean you should trust everything they say about your next customer. United Development Systems Gerry Gould explains in F&I’s Tip of the Week.

November 27, 2012

[Video] Tip of the Week: Handling Objections

John Vecchioni, the F&I Professor, reveals the best objection-handling technique he’s ever come across. United Car Care’s national trainer also explains the “Pirates Method” of objection handling.

November 15, 2012