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Research shows that people tend to equate fast-paced speech with a lack of credibility, which isn’t what we’re after in the F&I office. F&I trainer John Tabar offers a few tips for uncovering and fixing a pace problem.
October 2, 2018
F&I trainer John Tabar shares the perfect close for a customer who is interested in multiple products but thinks the cost is too much.
August 21, 2018
When we communicate, the words we use only account for 7% of the communication. Voice tone and inflection account for 38%, while body language makes up the rest. F&I trainer John Tabar explains what that means in the F&I office in his latest F&I Tip of the Week.
June 5, 2018
'I’ll take my chances' is an all-too-common objection heard in the F&I office. F&I Trainer John Tabar offers the perfect response when that classic line is used to object to a vehicle service contract.
April 3, 2018
Have you ever had trouble getting back on track after a customer raises an objection? F&I trainer John Tabar says what you need is a good transition statement.
February 27, 2018
Most people are drawn to a lease because of the options they have at the end of the lease. But leasing does involve some obligations. F&I trainer John Tabar says it’s those responsibilities that represent an opportunity for producers to increase product enrollment on lease deals.
February 20, 2018