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4 Steps to Overcome Any Objection

4 Steps to Overcome Any Objection

The magazine’s resident F&I wiz lays out a four-step process for handling any objection and having fun while doing it.

September 6, 2018

Resolve the Downtime Dilemma

Resolve the Downtime Dilemma

There is no such thing as downtime for a properly trained sales team. F&I pro shares a five-step plan for the showroom to monetize the time between ups.

August 6, 2018

The Big Difference: Statements vs. Objections

The Big Difference: Statements vs. Objections

F&I trainer explains why handling statements like objections can put customers on the defensive and cost you the opportunity to illustrate the benefits of protection products.

March 7, 2017

Reaching the Peak

Reaching the Peak

F&I insider says producers can only reach a level of production and success that they persistently and actively pursue. So to reach your peak, you need to set your sights higher, and you need to develop the following five traits.

April 7, 2014

4 Steps to Selling Paint and Fab

4 Steps to Selling Paint and Fab

To sell environmental protection, you need to clear up several misconceptions. Doing so will pave the way to a successful sale.

June 8, 2012

5 Steps to Handling an Objection

5 Steps to Handling an Objection

Being able to handle an objection isn’t rocket science, but it does require you to adhere to a strict process. The magazine’s newest F&I expert lays out a five-step plan of attack.

December 1, 2011

Turning Objections Into Sales

Turning Objections Into Sales

F&I trainer runs through six objection-handling techniques for selling service contracts and GAP, and offers advice for closing the customers who listen.

April 4, 2011

F&I's 10 Commandments

F&I's 10 Commandments

Starting out in F&I is never easy, but the magazine’s resident expert lays out a game plan to get F&I ‘newbies’ off on the right foot.

February 1, 2011

F&I’s Value Statement

F&I’s Value Statement

Have we forgotten our purpose? A Kentucky dealer provides a reminder of why F&I exists, and why the people fielding the position are so important.

August 1, 2009