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Selling Solutions, Not Products

Selling Solutions, Not Products

Great F&I professionals don’t jump to conclusions, and they don’t try to solve problems for customers. Instead, they solve problems with customers. F&I trainer explains how.

December 5, 2016

The Master's Mindset

The Master's Mindset

Are your penetrations stuck in neutral? Top trainer explains how adopting the F&I master’s mindset creates more enjoyable — and productive — presentations.

June 3, 2016

Nothing but the Truth

Nothing but the Truth

F&I trainer says car buyers will only truly reveal their needs in an environment that rewards honesty. He offers a few trust-building tips designed to get customers to open up.

February 4, 2016

Change the Approach

Change the Approach

F&I pros can set themselves apart by demonstrating genuine concern and shifting their focus from selling products to making them easy to buy.

November 25, 2015

Conquering the Curveball

Conquering the Curveball

Practicing and studying the pitcher are the keys to hitting baseball’s most unhittable pitch. F&I trainer says the same applies in the F&I office, which has faced quite a few curveballs of late.

April 3, 2015

F&I’s Winter Tune Up

F&I’s Winter Tune Up

The end of the year means it’s time to take inventory. F&I trainer lists four things you need to do to ensure you’re ready to maximize every opportunity in the year ahead.

December 17, 2014

4 Ways to Reenergize Your Pitch

4 Ways to Reenergize Your Pitch

Have you ever wondered why your performance levels lag? The magazine’s resident expert knows the answer, and offers a remedy for keeping you on your game.

September 6, 2011