A crucial part of F & I training is learning how to keep customers engaged while they’re in the finance office. At EFG Companies, we recommend offering extensive training to your new staff to make the process as efficient and productive as possible.
Every aspect of the sales process should focus on the importance of building a relationship with the customer rather than simply trying to push a sale. The time spent in the finance office is no exception. The first step is to make sure that you are always mindful of respecting the customer’s time. Offering F&I services should be done efficiently so that the customer doesn’t lose interest before the products or services are even offered.
- Ask a series of simple questions to determine which products or services best fit the customer’s needs, and focus on those rather than overwhelming the customer with a detailed description of everything.
- Offer the customers a variety of options that fit their driving habits and needs.
- Clearly explain how each option could benefit the customer in the long term, based on their identified needs. This is another opportunity to build a lasting, trusting relationship with the customer.
- Before you attempt to respond to any resistance, listen and clarify the objection, make sure to justify your point based on their specific circumstances
It is critical that dealers select the right F&I products for their dealership in order to maximize dealership profitability. As the innovators behind the award-winning Hyundai Assurance program, our industry-leading assortment of products includes everything from Vehicle Service Contracts to our Drive Forever Limited Lifetime Powertrain Protection.
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