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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