When selling service plans, tire-and-wheel, paint and fabric protection and other add-ons, show customers a damaged version of the item the add-on covers, such as a broken part, dented wheel, blown-out tire and what can happen to paint and fabric when left untreated, suggests Rick McCormick of Reahard & Associates. “Invisible coverage on invisible parts is a tough sell,” he says. “When customers can touch, feel and interact with a product, they are much more likely to buy it.”
To boost F&I sales, show customers damaged parts
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