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Sales Process

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.

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Storytelling vs. Story Selling

Veteran salesperson and trainer traces the roots of his success to his days as a door-to-door salesman.

Ditch the Interview

F&I pro makes a case for ditching the F&I interview. He says a quick discussion with the salesperson and a look at the customer’s credit report and trade appraisal will tell you all you need to know.

The Silent Partner

His Madness offers praise for the advancement of technology in the F&I office but warns that some tools may not be useful to true professionals.

Greg Miller Breaks From F&I Tradition With New Venture

Greg Miller is back, more than a year after shocking the automotive world when he stepped down as CEO of the Larry H. Miller Group. And as he’s known to do, he’s doing things his way.

Leave F&I to the Pros

Reconnecting with a true F&I pro helped restore the editor’s faith in the industry he covers.

Lessons From the Indestructible Cockroach

AFIP chief finds clues to the survival of the F&I department in the hardier qualities of a common and durable pest.

Always Be Prepared

His Madness offers a four-point plan for winning over customers whose insurance companies are trying to steal your F&I product sales.

Showroom Confidential

The magazine’s resident sales expert goes undercover at several dealerships to get the full customer experience.

Virus Alert!

The magazine’s from-the-trenches columnist doesn’t mince words when it comes to his dislike of the Internet, but that doesn’t mean he’s about to fight progress.