Trust your training

Trust your training, advises Eric Melon, president of sales at Innovative Aftermarket Systems. If a certain tactic works half the time in the F&I office, why do managers give up? “Half the time in 100 times is 50 people say yes,” he said. “The problem is we don’t know when that 50 is. First customer, doesn’t work. Second customer, doesn’t work. By the fourth time, what happens?”