Access F&I    

Don't tee up F&I products during the sale

Exposing customers to F&I products early in the deal makes them defensive, says George Angus, head trainer at Team One Group. He acknowledges many F&I trainers endorse the tactic of salespeople teeing up F&I. But in an e-mail bulletin to F&I managers, Angus asked: “Who is the most qualified person in your dealership to present service contracts, GAP, credit insurance and the other F&I products? The answer is you.”

Contact Automotive News

Have an opinion about this story? Click here to submit a Letter to the Editor, and we may publish it in print.

Or submit an online comment below. (Terms and Conditions)