A “Cure” for the Common “We offer” Syndrome

A “Cure” for the Common “We offer” Syndrome Recently I was observing a group of [...]

Kelly’s Korner: Step Selling

Kelly’s Korner: Step Selling Currently I am step selling F&I products. Although my production is [...]

Do We Need A Special Finance Department?

Do We Need A Special Finance Department? In the average F&I office in the average [...]

The Selling Cycle – Part III Greeting

The Selling Cycle – Part III Greeting  The prospect has been found, the appointment made, [...]

Kelly’s Korner: Holding on to the Front End GP

Kelly’s Korner: Holding on to the Front End GP Q. In the current marketplace, how [...]

Etching Ethics into Retail Pricing

Etching Ethics into Retail Pricing Not long ago an association director asked me how an [...]

Kelly’s Korner: Declining CSI Score

Kelly’s Korner: Declining CSI Score Q. My CSI score is declining because the F&I process [...]

Tie Down Questions to Tie Up the Sale

Tie Down Questions to Tie Up the Sale The presentation is to the F&I manager [...]

The Selling Cycle – Part II The Appointment

The Selling Cycle – Part II The Appointment This is the second installment of a [...]

12 Steps to F&I Succe$$ – Step I Meeting

12 Steps to F&I Succe$$ – Step I Meeting  How important are those first few [...]