Have you ever had trouble getting back on track after a customer raises an objection? F&I trainer John Tabar says what you need is a good transition statement.
When affordability is the objection, F&I trainer John Tabar says the job of the F&I manager is to show customers why they can't afford not to have the protection.
Like it or not, your performance is affected by the people and conditions around you. Top trainer has a two-step process for taking control of your F&I environment.
The magazine’s resident F&I wiz lays out a four-step process for handling any objection and having fun while doing it.
As an inventor, Ben Franklin was known for the lightning rod, bifocals, and the Franklin stove, among other inventions. He is also responsible for a closing technique F&I trainer John Tabar says is an effective tool when faced with the all-too-common postponement objection.
Online F&I will be a key focus at Industry Summit 2018, which will allow dealers to learn about the challenges and opportunities ahead for the F&I product side of the business while their F&I teams get compliance certified and trained by the best in the business.
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.
Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit included with most service contracts.
'I’ll take my chances' is an all-too-common objection heard in the F&I office. F&I Trainer John Tabar offers the perfect response when that classic line is used to object to a vehicle service contract.
How do you respond to a customer who wants to cancel the F&I program you sold them? His Madness digs into four common reasons consumers give for wanting out of a protection plan.
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