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[Video] Tip of the Week: Selling Piece of Mind

April 09, 2013

 Have you ever had a customer object to an F&I product by saying they never used the last coverage they purchased? Gerry Gould offers a response to that objection, one he says F&I managers need to utilize more often.

 

Comments

  1. 1. Honda F&I guy [ April 13, 2013 @ 07:48AM ]

    Great video Gerry. I could use this approach to my customers however sometimes I get ran over by the customers and still decline because it may sound like as if I'm selling them a service that they don't need. It is difficult in the Honda world (most F&I mgrs would agree working in a Honda showroom) because most consumers here have no excitement when it comes to purchasing thse vehicles. Also the desk is eager to call in deals for us and quote retention on the leases or financing and its our job to produce f&i income. I do not know if this is prevalent in every honda store but certainly the one I'm working for does not hold F&I dept as a independent profit center. Help me out here.. What are some other tips you can share with me to change my environment or my customers?

 

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