You need to be real to close the deal, and your tired word-tracks aren’t helping. Trainer shares a reliable three-part process you can try the next time an F&I customer goes off-script.
F&I trainer shares five proven methods for turning cash customers into F&I product buyers.
The editor gets called out by a reader about a cash-conversion technique he detailed in the magazine’s June issue.
Gerry Gould returns to the magazine’s annual conference to lead a workshop on maximizing cash and lease deals in the F&I office. He’ll offer product recommendations, break down ideal menu configurations and will cover key word-tracks and responses to common customer objections.
The Father of the F&I menu lays out a four-step process for converting the cash customer. He even throws in a technique for selling a VSC to those who refuse to convert.
John Vecchioni, national trainer for United Car Care, debunks the myth that cash buyers don’t make for good F&I customers. He also identifies the one product that can rescue your averages.
F&I trainer gives three reasons why cash conversions don’t work, along with one technique that will.
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