You Want to Talk F&I? So do we.
Is the F&I Office Tone Deaf?
Customers give great weight to the overall experience and tone of the process We should too…
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In the F I office one of the most important things we do for our customers is prioritize the effort to put them at ease and give them a safe F I environment…
Selling intangible products is hard I ve never seen a customer so excited about buying a vehicle service agreement that they can t wait to show it to their friends Selling intangible products requires discovering and helping the customer see their need for the product You must make the product…
The F I product sold by the F I manager as with any insurance based product are invisible Customers buy a tangible product because they can see touch smell or test it However they buy an intangible product because they see a need for it or are motivated by the…
Sales is a numbers game However many times we get things backwards We focus almost exclusively on results outside to the neglect of the process inside that produces them I remember the first time I said to an owner who had just made very clear their desire for the numbers…
Chick fil A draws from the same pool of individuals to hire employees as Taco Bell McDonald s and other fast food restaurants Yet their customer service skills and intentional effort to respond with Please Thank You and My pleasure has been one of the core principals of their success…
Thomas Edison is known for his lifelong achievements but he did not get there overnight Determination and commitment paved his way to success and they can for you too…
Most of us have laughed at the crazy efforts of Lieutenant Columbo to lull criminal suspects into letting their guard down and then watched as he would get information that no one else could An article in the American Bar Association Journal even reported that the best way to interrogate…
During a recent and rare vacation along Florida s Gulf Coast I watched more evening TV than I have in quite some time I was amazed by how many dealership commercials I experienced It appeared that everyone was trying to gain a competitive edge with the cleverest marketing ideas and…
I m revealing my age when I recount Hooked on a Feeling the 1969 hit by BJ Thomas This song intimates the importance of an emotional connection Emotionally connected customers buy more of your products and services exhibit less price sensitivity open up and talk more and are more likely…
The year 1886 is regarded as the birth year of the modern car In that year German inventor Karl Benz built the Benz Patent Motorwagen Cars did not become widely available until the early 20th century One of the first cars accessible to the masses was the 1908 Ford Model…