When you know a customer sees value in a product and you know the product is a good choice for the buyer's situation, F&I trainer John Tabar says don't be afraid to make a recommendation. He shows you how in his latest F&I Tip of the Week.
Scripts are good. They help with compliance and keep us on track. But they can also get stale and can result in F&I pros developing bad traits. F&I trainer John Tabar offers his take in his latest F&I Tip of the Week.
CDK Global has found that the words dealers use in their email interactions with customers can have a strong effect on whether a lead will turn into a sale. Industry jargon, it found, is not high on the list of words used by top performers.
The magazine’s resident F&I trainer says F&I professionals need to infuse a little creativity into their product presentations if they want to be top performers. He offers a few tips for doing just that.
The president of VisionMenu has released an expanded edition of his previous book. It now includes improved sales pitches, word-tracks and closes.
Most customers will say ‘No’ when you ask them if they have any questions about the products you presented on the menu. But there’s a small twist you can add to the end of that question that will determine how the rest of the conversation goes.
If “In the event” is in your script, check out Gerry Gould's newest tip on why that wording may not be setting the right tone with your customers.
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