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First impressions can make or break a sale. As a sales professional in the automotive industry, your ability to meet and greet customers effectively is critical to building trust, sparking interest, and guiding conversations toward successful outcomes. Whether you’re engaging with a customer on the

Every dealership manager and F&I professional knows the frustration of losing a sale to the dreaded phrase, "I need to think about it." This objection is a common roadblock, one that stalls negotiations and leaves potential revenue on the table. But what if you could turn this hesitation into an opp

How many deals have slipped through your fingers because a customer said, ‘I need to think about it’? It’s one of the most common and frustrating objections sales professionals face. For dealerships, every stalled sale represents not just lost revenue but also wasted time and effort. But what if you

For many F&I managers, one of the most common hurdles in selling service contracts is overcoming the customer’s overconfidence in their manufacturer’s powertrain warranty. It's a scenario we've all faced: a customer declines a service contract, citing the extended coverage of their powertrain warran

In 1979, Gerry Gould began his career in the automotive industry by reconditioning cars at a Massachusetts dealership. Fast forward to today, and he stands as one of the most respected F&I (Finance and Insurance) trainers in the industry. How did he get here? Through relentless determination, a comm

Every F&I professional has faced this scenario: A customer sits across the desk, arms crossed, and confidently says, “I don’t need a warranty.” For many, this objection signals the start of a frustrating battle of wills. But it doesn’t have to be that way. With the right strategies, tools, and...

Are you leaving money on the table with cash buyers at your dealership? Many F&I professionals find themselves processing cash deals without digging deeper, losing opportunities to increase profitability and strengthen customer relationships. Handling these transactions strategically can turn a rout

The Finance and Insurance (F&I) department is the backbone of dealership profitability, but its challenges are evolving. Modern customers are more informed, with shorter attention spans and an increased reliance on online research. Gone are the days of lengthy pitches and traditional sales methods..

Are cash deals leaving you frustrated and impacting your bottom line? If you're an F&I manager, you're no stranger to the challenge: cash deals are notoriously perceived as “unprofitable.” The truth is, cash customers are an integral part of the business, and there’s untapped potential in every cash