Read on to find:
* Protecting the Finish (COVER STORY) - Three F&I pros reveal the props they use to demonstrate the value of paintless dent removal and paint-and-fabric protection.
* Nothing by the Truth - F&I trainer says car buyers will only truly reveal their needs in an environment that rewards honesty. He offers a few trust-building tips designed to get customers to open up.
* Perfecting the F&I Turnover - Expert says salespeople play a critical role in what happens in the F&I office. She lists four ways they can successfully pave the road to back-end sales.
* Want vs. Need: A Lesson in Salesmanship - Industry veteran tells an entertaining tale of a conquest sale from 40 years ago to relay three key lessons about salesmanship and the art of listening.
Letters From the Field
Developments Ad Index
On the Point Mad Marv
So Here's the Deal