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How can auto dealerships help F&I managers fulfill their vital role in the most effective ways? Industry expert Rick McCormick shares his insights on the best ways to train these professionals and help them maintain good habits.
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The customer is speaking loudly, they want to have it their way, and it’s forward-thinking and profit-building when we do.
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The F&I process provides us an opportunity to add value or aggravation to the customer’s purchase experience – choose value!
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Here are three parts of the message coming from the midst of the mess we have been living through for the last couple of years.
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A well-defined process that has been built by consistent research and practice to communicate effectively, is powerful, and customers will find saying “Yes” easy and saying “No” hard.
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Here are two truths that reveal the concepts of a powerful process that moves customers and us.
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If you are good at discovering purpose, people will like you and trust you, and if you are selling, they will buy from you.
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The danger of digital is that we will attempt to rely on it to do the things that our selling skills were intended to accomplish.
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Continue to study the different customer types and personalities and how best to serve them, and remember: We are customers too.
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Here are a few ways to move your focus from closing to connecting.
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