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The ’90s Called. They Want Their Presentations Back.
5 Habits of Highly Successful Sales Professionals
F&I’s Shifting Paradigm

F&I’s Shifting Paradigm

An Ohio-based general agent believes the F&I industry is ignoring a paradigm shift and a chance to deliver what consumers really want: a better experience.

November 25, 2015

F&I’s New Mantra

F&I’s New Mantra

The magazine’s resident F&I trainer says F&I pros need to exchange the mantra of ‘always be closing’ for ‘always be connecting.’

June 2, 2015

F&I’s Core Principle

F&I’s Core Principle

F&I trainer says that making the process all about the customer creates a buying environment that no amount of selling can create.

January 20, 2015

Reverse the Turnover Curse

Reverse the Turnover Curse

Dave Kreuser has stemmed the tide of turnovers at Zimbrick Acura by making employees, rather than customers, his top priority.

September 15, 2014

Cashing In

If converting cash customers to finance is your strategy for staying in the game, then keep reading. The F&I professor drops some knowledge on why cash can be king in the F&I office.

August 7, 2013

Going Off  Script

Going Off Script

The magazine’s newest F&I trainer offers six insights on how to drive a better connection with customers.

August 7, 2013

Priming the Service ‘Up’ for Upsell Opportunities

Priming the Service ‘Up’ for Upsell Opportunities

In February, the magazine’s resident fixed-ops expert laid out a primer for establishing a sales process for parts and service. This month, he offers a three-step process for welcoming service customers

June 8, 2012

Just Give Him a Year

Just Give Him a Year

Greg Brown has orchestrated a 12-month turnaround at three dealerships in the past 15 years. Now, the owner of two of California’s top-volume Nissan stores is ready for his next challenge.

January 17, 2012

The Interview

The Interview

A five-minute interview can go a long way toward putting customers at ease, and it may even lead to a nice boost in F&I profit per vehicle retailed. F&I trainer breaks down the process.

September 6, 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

Uncommon Courtesy

Uncommon Courtesy

Jack Grimley is helping Courtesy Chevrolet recover from one of the worst economic stretches in San Diego history. His secret? Keep it simple.

December 1, 2010

Keys to F&I Product Sales

Building customer rapport, tailoring a menu to the customer’s needs, and not using hard-sell tactics are definitely three keys to successful F&I product sales. But in today’s dismal setting, the sales department really needs to be part of the equation.

December 1, 2008

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