F&I managers need to get away from the decades-old approach of an overt sales pitch followed by an “argument” with the customer, which the F&I manager wins with snappy comebacks for every possible objection.
The F&I manager may win the argument, but that doesn’t necessarily mean the customer will buy anything, according to George Angus, head trainer for Team One Group in Scottsdale, Ariz.
“That approach creates tension, heightens sales resistance, and feeds right into the public’s preconceived notions about car dealers,” Angus wrote in an e-mail. Instead, he said, F&I managers should “stop selling, start informing, and let them choose.”
