Find the Onion!
If you are good at discovering purpose, people will like you and trust you, and if you are selling, they will buy from you.
April 12, 2022
If you are good at discovering purpose, people will like you and trust you, and if you are selling, they will buy from you.
April 12, 2022
Welcome an objection, embrace it and create an irresistible offer that makes “yes” easy, and then close on something else.
February 22, 2022
Continue to study the different customer types and personalities and how best to serve them, and remember: We are customers too.
January 25, 2022
Here are a few ways to move your focus from closing to connecting.
January 4, 2022
True servants with a heart to make people and the industry at large better are priceless and worthy to be honored.
October 14, 2021
Properly and intentionally setting up your menu will maximize your ability to help customers and produce profit.
July 13, 2021
F&I pros and consultants have at least two things in common: Both want to protect the dealership and its customers, and both have a job to do. Here’s how to ace your next audit.
February 27, 2020
Like it or not, your performance is affected by the people and conditions around you. Top trainer has a two-step process for taking control of your F&I environment.
January 20, 2020
The trend toward hybrid sales and finance managers shows no signs of slowing. Dealers who want to close the business office must be sure they don’t shut the door on their customers as well.
December 12, 2019
Too many cash customers? Product sales trending downward? Quit complaining and leap into action with two proven strategies from a top F&I trainer.
December 3, 2019
Learn how committing to simple, effective, jargon-free communication reduces customer confusion and helps F&I professionals sell more products.
November 12, 2019
Success in F&I requires long hours and an unswerving commitment to improvement. Neither can be allowed to supersede quality time with loved ones.
November 7, 2019
Church offers advice to an F&I manager whose director does whatever he can to avoid handling cash customers, achieving superstar status at his co-workers’ expense.
October 8, 2019
The shady practices dealers and F&I professionals once bragged about are now landing many in jail. Compliance expert lists three forms of fraud you can eradicate immediately.
October 3, 2019
Top-producing F&I managers have learned to look at their presentations from the other side of the desk and build trust in the process — and themselves — to sell more products to more customers.
October 1, 2019
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