Customers sometimes need to go home and think, and that’s OK, says Brandon Wood, finance manager at Van Bortel Ford in East Rochester, N.Y. “I work for a dealer principal who never wants any customer feeling pressured, period,” he says. Wood sometimes emails customers a menu of F&I products to look over. He’s created different templates for new-car purchases, used, certified pre-owned and leases. “This saves so much time!”
Allow customers time to ponder
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