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  • Menu Presentation
  • Column Structure
  • Waivers (Disclosures) & Inexpensive Products
  • Your Product Line-up
  • Apologizing for Your Menu, and Working with The Interrupter
  • The Best Rate, Sorting Out the Details, and The Surprise Ending
  • Supporting the Cause Via Deductible and Educating
  • Reacting Quickly, Building Rapport, and Avoiding the Pitfalls Caused by Guessing Usage Patterns
  • Robust Column Offering
  • “But we don’t drive that many miles!” & “Are you telling me this is a bad car?”
  • Looking Back, Analyzing Current Events, and Looking Forward
  • Poachers
  • Used Vehicles
  • Pivoting on Our Toes Versus Reacting from Our Heels