A couple walks into your office seeking the rock-bottom monthly payment, which means they're resistant to buying F&I products.
How do you get them to listen to your menu presentation and potentially sell them as many as three products?
Steve Veldkamp, training director for Great Lakes Cos., a Kalamazoo, Mich., supplier of protective coatings sold in F&I offices, tells dealerships to use a "question mark close."
Typically, dealerships use a product menu that includes a base monthly payment. The finance manager points to the base payment on the menu and acknowledges that's the lowest payment available.