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Results: 21
Objections Are a Great Thing!

Objections Are a Great Thing!

Understanding the reasons for a customer's hesitation to make a purchase allows F&I managers to make a more relevant presentation of available products.

September 1, 2005

Using All the Tools in Your Toolbox

Using All the Tools in Your Toolbox

Make sure you use all the available information about a customer to build your case about the value of your products. The time to start is during the needs-discovery process.

July 1, 2005

Wanted: A Jack of All F&I Trades

Wanted: A Jack of All F&I Trades

An F&I manager must perform a broad range of duties, including helping customers, interacting with the sales team and lenders, keeping abreast of changing laws and maintaining a desired level of dealership profitability.

May 1, 2005

Cash Customers Buy Too

Cash Customers Buy Too

Understanding cash buyers can open the door to more F&I product sales, including dealership financing.

April 1, 2005

Customers Relate to Tire & Wheel Mishaps
F&I Professional – Or F&I Pretender?