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Sales Tactics

Video: F&I’s Tip of the Week

Gerry Gould, United Development Systems’ direct of training, provides his take on why the customer interview is so important in Part 1 of this three-tip series. He’ll also talk about what five questions a properly conducted interview will answer in the minds of consumers.

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Video: F&I's Tip of the Week

Point-of-sale materials, such as product brochures, serve as a nice aid on the road to an F&I product sale, but be careful, says Gerry Gould in this week’s “Tip of the Week.”

Video: F&I's Tip of the Week

Rapport building is critical for salespeople, not for F&I managers. Instead, says Gerry Gould in this week’s Tip of the Week, F&I managers should focus on building credibility.

No Training, No Complaining

Can’t find good salespeople? Gen Y have you perplexed? The magazine’s sales columnist offers a few thoughts. Will you be willing to listen?

Make the Most From the Leased

The magazine’s 2010 F&I Dealer of the Year opens its playbook to reveal six tried-and-true products that make for great lease add-ons.

Mosley Kicks Off New Seminar Series in Florida

Mosley Automotive Training is kicking off a new sales seminar series for automotive sales professionals next month in Florida. Called “Control Your Sales Destiny,” the one-day event will be led by Cory Mosley, celebrated trainer and Sales Driver columnist for F&I and Showroom magazine.

2 More Self-Sabotaging Behaviors to Avoid

The magazine’s sales columnist puts the finishing touches on his ‘7 Self-Sabotaging Behaviors to Avoid’ series by reviewing two of the most devastating — but fixable — behaviors.

Part I: Self-Sabotaging Behaviors to Avoid

Are you torpedoing your own efforts? The magazine’s sales columnist breaks down five self-sabotaging behaviors in Part I of his two-part series.

Joe Verde Releases Pocket-Sized Weekly Planning Guide

Joe Verde Group released a pocket-sized Weekly Planning Guide (WPG) designed to allow salespeople to quickly record prospect contact info, log sales and keep appointments.

7 Team-Building Must-Haves

Employees can’t train themselves. But before you launch your store’s in-house training program, check out this primer on what it takes to get the most out of your sales team.