This One Trick Will Double Your PVR

Are customer objections killing your F&I close rate? You’re not alone. Many F&I managers struggle with smoothly handling objections, leading to lost sales and lower per-vehicle revenue (PVR). Every hesitation, every unanswered concern, and every objection left unresolved can result in thousands of dollars in lost opportunities.

But what if there was a simple, inexpensive tool that could help you master objections, improve confidence, and significantly increase your PVR? Enter The Thumb Ball Technique, a game-changing training method developed by F&I expert Gerry Gould. This innovative strategy makes practicing objections fun, effective, and most importantly—profitable.

In this article, we’ll explore how the Thumb Ball Technique can revolutionize your objection-handling skills, boost customer engagement, and drive higher PVR in your dealership. If you’re looking for an actionable way to increase your closing ratio and overcome objections with confidence, this strategy is for you.

Key Takeaways from the Thumb Ball Technique

• The Thumb Ball is a fun and effective way to train for customer objections.

• Objection handling should follow a structured four-step process to build trust and drive sales.

• Gathering information early helps preemptively address objections and increase value perception.

• Practicing with the Thumb Ball improves confidence, fluidity, and overall closing skills.

What Is the Thumb Ball and Why Is It a Game Changer for F&I?

The Concept Behind the Thumb Ball

The Thumb Ball is a mini soccer ball with common F&I objections printed on it. The idea is simple: toss the ball in the air, catch it, and wherever your thumb lands, you practice overcoming that objection.

Gerry Gould first saw a similar concept at a seminar and realized its potential for F&I training. By making objection-handling random and interactive, the Thumb Ball Technique keeps managers engaged, sharpens their responses, and builds confidence in high-pressure situations.

How the Thumb Ball Works

• The ball is customized with real-world objections that F&I managers face daily.

• Managers toss the ball, land on an objection, and immediately practice handling it.

• This method mimics real-life scenarios, ensuring that responses become second nature.

• The technique can be used individually, in team training, or in dealership-wide coaching sessions.

Why This Training Method Stands Out

Unlike traditional role-playing exercises that can feel rigid and unnatural, the Thumb Ball injects spontaneity and adaptability into training. F&I professionals become more versatile, allowing them to handle unexpected customer concerns with confidence.

Mastering Objection Handling with a Four-Step Process

Step 1: Acknowledge the Objection

Objections are not rejections. They are a sign that the customer is engaged but needs reassurance. The first step is to validate their concern.

• Use phrases like “I understand”, “That’s a great question”, or “I appreciate your concern.”

• This builds trust and opens the conversation instead of shutting it down.

Step 2: Transition into a Reframe

Customers often say “I can’t afford it”, but what they really mean is “I don’t see the value.” The key is to help them see the value in what you’re offering.

• Example: “I understand that cost is a concern. Most of our customers feel the same way at first, but what they find is that investing in this protection actually saves them thousands in the long run.”

Step 3: Ask Questions to Uncover Needs

Engage customers by asking value-based questions that align with their lifestyle.

• “How long do you plan on keeping this vehicle?”

• “What’s your current insurance deductible?”

• “Would a $2,000 repair out of pocket disrupt your finances?”

By connecting the F&I product’s benefits to their real-world concerns, you create a compelling case for why they should buy.

Step 4: Deliver a Needs-Based Solution

Close the conversation by offering a logical, needs-based solution.

• “Since you plan on keeping the car for 6 years and drive 15,000 miles a year, this coverage ensures that you avoid major repair costs down the road.”

• “If $2.33 a day can protect you from a $3,000 repair bill, doesn’t that make sense?”

How the Thumb Ball Enhances Training and Performance

1. Making Training Engaging and Effective

The Thumb Ball Technique transforms F&I training from a chore into a game. Instead of scripted role-plays, F&I managers experience real-time scenario-based training that feels more authentic.

2. Strengthening Muscle Memory for Objections

By regularly practicing on-the-spot objection handling, F&I managers develop automatic, confident responses. Over time, responses become natural and fluid, leading to higher close rates.

3. Applying Real-World Scenarios

The randomized element of the Thumb Ball prepares F&I managers for any situation. This technique replicates real customer interactions, ensuring they think quickly and respond effectively.

FAQs

1. Where can I get a Thumb Ball?

You can create your own for just a few dollars.

2. How long does it take to see results with the Thumb Ball technique?

Many dealerships report improvements in objection handling within a few weeks, with PVR increasing significantly after consistent practice.

3. Can the Thumb Ball be used outside of F&I?

Yes! The technique is effective for sales consultants, service advisors, and even BDC teams.

4. How can dealerships implement this training effectively?

Incorporate the Thumb Ball into daily training sessions, weekly team meetings, and even competitive dealership-wide challenges.

Conclusion

The Thumb Ball Technique isn’t just a training tool—it’s a game-changer for F&I managers looking to maximize their PVR. By making objection-handling second nature, this simple yet powerful method helps you close more deals, overcome resistance, and boost dealership profitability.

Ready to take your F&I performance to the next level? Start using the Thumb Ball and explore Product Prep’s world-class training programs today!

By the way, you’re invited to check out our world-class F&I training program where the average F&I Manager increases their PVR by over 30% in the first month. You’ll have access to 100+ hours of training videos personalized to your weaknesses. Plus, you get exclusive access to see Gerry Gould LIVE twice per month to ensure you continue to grow your skillset and income. Come join a community of the top F&I Managers in the country and the #1 F&I Training in the world. For $149 you can pay that off with one extra deal we’ll personally teach you in the first week of training.