I need F&I Training! Help!

I recently met with an F&I manager in a Virginia dealership that was constantly seeing numbers above $800 per car from his manufacturer rep and he didn’t understand how it could actually happen.  His dealer had always told him he was doing a GREAT job at...

Consultative Selling vs Telling in the F&I Office

A common thread with high producing F&I managers is the technique in which they use to ‘sell’ their F&I products.  It is called consultative selling.  In a nutshell, Consultative Selling means to learn about the customer’s needs BEFORE you...