Avoid phrases such as "pennies a day" or "a few dollars a month” that fail to inform customers of the true product cost, suggests F&I trainer Chari Fogel. “With all due respect, those are tired, old closes,” Fogel said. “It is extremely important for the F&I person to answer the customer directly when the customers ask how much this costs.”
Retire oversimplified closes
Send us a letter
Have an opinion about this story? Click here to submit a Letter to the Editor, and we may publish it in print.
Recommended for You