Contributing Author: Hollis Goode, Regional Vice President, Dealer Services, EFG Companies
Overcoming objections is quite possibly one aspect of the F&I office that is focused on the most. Classes abound on this topic. Dealers, in tune with their teams, provide one-on-one coaching sessions on this alone. After all, the more successful an F&I manager is at overcoming objections, the better their numbers, resulting in increased profit for the dealer.
I’d posit that many training courses/one-on-one sessions start something like this:
“The vehicle service contract is too expensive. Go.”