F&I managers should bond with salespeople and train them in the F&I process. That way, the salespeople will transfer the trust they build with customers to the F&I manager, says John Stephens, senior vice president of dealer services at EFG Cos. “Salespeople will endorse you and tell customers their happiest customers go through you,” Stephens says. “A salesperson has much more influence [on F&I] than most people give them credit for.”
Why bonding with sales staffers matters
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