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F&I pay plans should motivate employees to sell more products and have clear compensation guidelines. If you’re constantly reworking the pay plan, it’s time for a new one.
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The first step toward effective training is making the decision to seek instruction. You need to identify your expectations and know your personal learning style to get the best results.
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Instead of using the menu as a crutch, give your customers a prepared presentation based on your own knowledge. They can better choose their options from the menu after listening to you.
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Some of the long-held principles of selling F&I products no longer apply, but F&I managers may still believe these are effective techniques.
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It only takes a few subtle improvements in your F&I approach to achieve a huge jump in your numbers.
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To stay at the top of your game in this ever-changing industry, redefine the way you do F&I.
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The professional closer always begins with the end in mind. He or she looks for the opportunity which presents itself during the presentation to ask the customer to make a decision. One of the best ways to get a positive decision is in providing favorable options.
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