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.
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.
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.
Do you build rapport before presenting the menu? Or do you get right to business the moment the customer enters your office? United Development Systems' Gerry Gould offers his take in F&I’s Tip of the Week.
Did your customer clean the inside and outside of the vehicle they’re trading in? If so, then you have the perfect entry point to sell interior and exterior protection. United Car Care’s John Vecchioni explains in F&I’s Tip of the Week.
United Development Systems' Gerry Gould explains why it’s critical that F&I managers get involved on the showroom floor when they’re not working a deal.
United Car Care's John Vecchioni says it’s OK for F&I managers to use sales meetings to update the sales team on outstanding deals, but the F&I Professor says it’s even better if the F&I manager can share a closing experience to help those struggling sales consultants.
Getting sales consultant to help the F&I cause is a great thing, but that doesn’t mean you should trust everything they say about your next customer. United Development Systems Gerry Gould explains in F&I’s Tip of the Week.
John Vecchioni, the F&I Professor, reveals the best objection-handling technique he’s ever come across. United Car Care’s national trainer also explains the “Pirates Method” of objection handling.
United Car Care’s John Vecchioni, also known as the F&I Coach, reminds F&I managers about the importance of partnering with sales and service in this week’s Tip of the Week
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