To get the knockout in F&I sales, says F&I trainer Adam Marburger, focus on your one-two-three-four. Drilling ensures that "when there’s time for an objection, we’ve heard this before. That’s what builds the muscle memory and that’s what gets the deal," he said. As in martial arts, "you learn your jab, one. Then you figure out the cross, your one-two. Then the hook, then the uppercut."
Follow the drill
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