F&I TIP

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

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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.”

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