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Give ’Em Gershwin

Award-winning F&I director explains how using music during his process stimulates his customers' purchasing impulses.

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Winning by Design

Dealership expert breaks down four key elements to building a high-performance team in today’s retail environment.

Storytelling vs. Story Selling

Veteran salesperson and trainer traces the roots of his success to his days as a door-to-door salesman.

Your Customer Experience Sucks!

Focusing on CSI scores leads to missed opportunities to attract new customers and guarantee their loyalty.

The Silent Seminar

F&I director advises dealership professionals to attack your work with a positive attitude and pledge to improve the workdays of those around you.

Playing With Fire

Two attorneys issue a warning about a new sales trick circulating through the industry. Their advice: If it’s too good to be true, it probably is.

The Power of Momentum

F&I trainer says meeting the demand for daily improvement requires F&I professionals to create and capitalize on their own momentum. He lists 10 momentum-building books every F&I manager must read.

5 Habits of Highly Successful Sales Professionals

Sales trainer reviews the five fundamentals that separate mediocre salespeople from the true professionals.

One-Chance Training

Do you show up every day to showcase your skills, or do you show up to develop them? F&I trainer explains the critical difference.

The Interdependent Relationship Between Sales and F&I

His Madness explains why even the most seasoned and successful F&I pro needs support from the sales team.