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Top trainer has hard-earned advice — and a word of warning — for F&I pros whose dealers seem to change their pay plans every time they have a good month.

https://www.fi-magazine.com/324521/the-dealer-moved-my-goal-posts

A frustrated F&I manager poses an increasingly common question: How do you sell protection products to customers who demand the final price by phone and...

https://www.fi-magazine.com/324513/addressing-fis-internet-problem

Is offering eight products a bad idea? The magazine’s resident F&I pro says it depends on the producer and the presentation.

https://www.fi-magazine.com/324511/video-selling-eight-products-without-losing-the-customer
He Had  a Goal: Remembering David Ressler

Sometimes it’s not the teacher who leaves a lasting impression, it’s the student. The magazine’s resident F&I pro says goodbye to one trainee he will never...

https://www.fi-magazine.com/324507/he-had-a-goal-remembering-david-ressler

The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before...

https://www.fi-magazine.com/324505/video-selling-to-short-term-owners

How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

https://www.fi-magazine.com/324501/video-selling-high-mileage-vsc-plans

Do-it-yourself customers will tell you they prefer to save a few bucks by performing their own maintenance. F&I trainer has the perfect response for this...

https://www.fi-magazine.com/324498/selling-warranty-compliance-plans

Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.

https://www.fi-magazine.com/324495/handling-the-last-car-objection
Categories: Training
What Are You Teaching?

Dealers can be good teachers or bad teachers, and their influence on employees extends well beyond the showroom walls.

https://www.autodealertodaymagazine.com/311072/what-are-you-teaching

An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

https://www.fi-magazine.com/324492/sold-but-not-closed


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