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objection handling

Reaching the Peak

F&I insider says producers can only reach a level of production and success that they persistently and actively pursue. So to reach your peak, you need to set your sights higher, and you need to develop the following five traits.

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AutoUSA: Financing Tools Generate Best Website Leads

More than half of the respondents of the AutoUSA annual Internet marketing survey said online credit applications were the best source of online leads. Nearly as many dealers indicated that chat applications were the best source.

[Video] F&I Tip of the Week: Give Buyers a Free 'No'

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.

[Video] Tip of the Week: Selling Piece of Mind

Have you ever had a customer object to an F&I product by saying they never used the last coverage they purchased? Gerry Gould offers a response to that objection, one he says F&I managers need to utilize more often.

[Video] Tip of the Week: Handling Objections

John Vecchioni, the F&I Professor, reveals the best objection-handling technique he’s ever come across. United Car Care’s national trainer also explains the “Pirates Method” of objection handling.

[Video] Tip of the Week: Overcoming the 'Powertrain Coverage' Objection

Longer factory powertrain coverage does undermine the F&I manager’s effort to sell product, but maybe there’s another way to look at it. United Development Systems’ Gerry Gould explains in this week’s Tip of the Week.

4 Steps to Selling Paint and Fab

To sell environmental protection, you need to clear up several misconceptions. Doing so will pave the way to a successful sale.

VIDEO: Tip of the Week

If the customer says “No” to a product, don’t ask “Why?” Instead, have a conversation. Gerry Gould shows you how in this week’s Tip of the Week.

5 Steps to Handling an Objection

Being able to handle an objection isn’t rocket science, but it does require you to adhere to a strict process. The magazine’s newest F&I expert lays out a five-step plan of attack.

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Debating the Interview

The magazine’s frontline columnist is a little fed up with all the talk about the customer interview. Here’s his take on why dealers and trainers need to be careful about imposing it on F&I producers.