Gather customer information by thinking of sales and F&I as a team, suggests John Stephens of EFG Cos. “The more information an F&I manager or a salesperson has before the product or vehicle presentation, the better able they are to tailor the presentation” to the customer, he says. A personalized presentation makes it easier for customers to justify the cost of products and reduces other objections they have.
Tailored presentations take teamwork
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