Finance-and-insurance trainer and product provider iA American Warranty Group stresses selling F&I products by relating them to aspects of a new vehicle that most excite the individual customer.
It's part of a strategy that can knock the F&I sales turn down to 15 minutes, the company claims.
Executing this requires the F&I professional or other staffer — iA says the technique can be taught quickly to anyone — to remember the individual consumer's answers.
But this could be easier than it might sound. Tony Dupaquier, North American training director, said iA tests of the new 15-minute process revealed many customers give the same answers.