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How do you respond to customers who say they’ve never been in an accident and don’t need GAP? United Development Systems' Gerry Gould has the answer in F&I’s Tip of the Week.
Read More →When lot customers start asking about their down payment or the interest rate they can get, it’s time for the salesperson to go for the "pocket close." The F&I Professor explains what that is in this week’s F&I Tip of the Week.
Read More →Have you ever let someone cut in line without first giving you a good reason why you should let them? Gerry Gould explains why that question relates to selling a service contract in F&I’s tip of the week.
Read More →United Development Systems’ Gerry Gould delves into menu setup and presentation, and explains why products are presented in the order they are.
Read More →A good discovery interview doesn’t mean anything unless your product presentation matches what you’ve learned about the customer. The F&I Professor explains how that’s done in F&I's Tip of the Week.
Read More →United Development Systems’ Gerry Gould provides a nice pep talk to those in the box, reminding F&I producers everywhere that the spotlight goes on the minute you step out of your office.
Read More →It's an efficiency tool and a compliance tool all wrapped into one. But when should an F&I manager introduce the F&I menu? The F&I Professor provides his answer in F&I's Tip of the Week.
Read More →It’s a fact that salespeople who conduct the service walk achieve higher grosses on the vehicles they sell. So why doesn’t every sales consultant do it? Gerry Gould weighs in, and covers the F&I manager’s roll in this important step on the road to a sale.
Read More →Tired of getting incomplete credit applications from sales? The F&I Professor, John Vecchioni, offers a great fix in F&I’s Tip of the Week.
Read More →A good meet and greet in the showroom should seamlessly transition into an F&I manager’s discovery process. But before you ask your next customer how many miles he or she averages per year, check out John Vecchioni’s F&I Tip of the Week.
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