Retire oversimplified closes

Avoid phrases such as "pennies a day" or "a few dollars a month” that fail to inform customers of the true product cost, suggests F&I trainer Chari Fogel. “With all due respect, those are tired, old closes,” Fogel said. “It is extremely important for the F&I person to answer the customer directly when the customers ask how much this costs.”

Have a good F&I tip to share? Email Hannah Lutz at hlutz@crain.com
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