Lincoln Thinking - In F&I
Practice Abe Lincoln’s habits to be the best you can be.
Practice Abe Lincoln’s habits to be the best you can be.
The customer is speaking loudly, they want to have it their way, and it’s forward-thinking and profit-building when we do.
The F&I process provides us an opportunity to add value or aggravation to the customer’s purchase experience – choose value!
If we provide the path through the process that our customers enjoy, expect, and hope for, they will trust us and listen to the insight we offer.
Insightful information that attaches your customer emotionally to a product will move more to buy than any close you may have learned.
Third party confirmation is the most powerful tool to move people down the path of buying.
If you are good at discovering purpose, people will like you and trust you, and if you are selling, they will buy from you.
Continue to study the different customer types and personalities and how best to serve them, and remember: We are customers too.
Here are a few ways to move your focus from closing to connecting.
Becoming skilled on helping each individual self-discover their needs and then motivating them to act on that discovery, is an amazing talent – That’s what we call an F&I professional.
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