F&I - We Don't Just Train It,
We live it. Here's proof.
Three Powerful Truths of Consultative Selling!
Rick McCormick
When customers see the process is centered around them and effort is applied to make sure they understand the entire transaction, the trust level is extremely high. Published in November 2022 edition of F&I and Showroom!…
The F&I department has to upgrade its level of service from 3G to 4G — the next generation of selling F&I products. This upgrade requires F&I to become more than just a secretarial service for the sales team. It requires F&I managers to get involved early in the sales process…
If you have the right product lineup and selling prices, pre-owned customers will buy F&I products, too. Fewer new-car sales and more used car sales does not have to mean a reduction in F&I income per retail unit. It does mean you need to find a company that offers a…
The goal of the F&I professional is the same as it has always been. Sell products at high penetration and profit levels. The manner in which we’ve tried to accomplish this has varied over the years. In times past, F&I schools taught how to sell products to customers without them…
When the car business is good, it's great! Right now, however, all we're talking about is survival. Survival of the fittest is the ageless law of nature, but the fittest are rarely the strongest. The fittest are those endowed with the qualities to adapt, the ability to accept the inevitable,…
Today’s consumer appreciates having a knowledgeable F&I professional help them make an informed decision about the options available in connection with his or her purchase. They loathe listening to a sales pitch. If we’re not genuinely trying to help that person across the desk make good decisions, then the F&I…
An Intentional F&I Manager does things with a purpose, and on purpose. Intentional F&I managers, or those who operate with purpose, don’t complain about how tough it is and don’t make excuses for under performing. These are F&I managers who aren’t quick to blame failure on some external factor, such…
Being an F&I professional requires that you possess the qualities of someone worthy to be a role model: a positive attitude, a commitment to your craft and a genuine belief in your products. You can always tell you’re in the presence of an F&I professional by the way he or…
With all the warnings customers get from 20/20, consumer reports and their local credit union about deceptive sales practices and “hidden profits” dealers make in the F&I department, some days it feels like there is a big yellow warning sign outside the F&I office that reads “Caution: F&I Manager Ahead!”…
