F&I - We Don't Just Train It,
We live it. Here's proof.
Three Powerful Truths of Consultative Selling!
Rick McCormick
When customers see the process is centered around them and effort is applied to make sure they understand the entire transaction, the trust level is extremely high. Published in November 2022 edition of F&I and Showroom!…
The voices of auto consumers are being heard loud and clear. They demand a process that is transparent, focused on them and doesn't waste their time. Add to this the recent phenomenon of "showrooming," where potential buyers use their mobile devices to verify information up to the very moment the…
Practicing and studying the pitcher are the keys to hitting baseball’s most unhittable pitch. But like the top hitters in baseball, top F&I performers adjust to the changing metrics of their craft, prepare for every eventuality and are ready to help every customer regardless of the challenges they might pose.…
Nothing is more frustrating than knowing your customer needs a protection product, but you just can't get them to say "Yes." Selling is nothing more than making people want what you have. And what you have is knowledge and expertise to help them make a better decision.…
The vast majority of customers who walk into an F&I office have purchased a car before. They expect the F&I process to be similar to the one they experienced the last time. As an F&I professional, you can choose to meet or exceed those expectations through the power of your…
So here's the deal with "So Here's the Deal": It is designed to help you help more customers. We both know that, at this very moment, every customer in every F&I office in the country is asking themselves, "Is this person trying to help me or sell me?" And the…
