Tip: Don't sell F&I products you don't believe in

Attempting to pitch a dubious finance-and-insurance product will hinder the overall F&I presentation at an auto dealership, a product provider trainer warns.

"When I work with F&I managers, one of the things I say is 'If you don't believe in a product, don't offer it,'" Mike Connelly, director of training and development for Smart AutoCare, told the Ethical F&I Managers Conference on Sept. 20 in Las Vegas. Doing so will destroy the finance manager's credibility for all of the products, not just the offending item, he said.

"Every other part of your presentation will be weaker because you have in your head, 'I've got to offer this product, and I think it's stupid,'" Connelly said. "It poisons it."

The customer will detect an F&I manager's stress and their disinterest and start "poking holes" in the F&I presentation, Connelly said.

Have a good F&I tip to share? Email John Huetter at [email protected] and Paige Hodder at [email protected].