Kelly’s Korner: Softer Sales in F&I
Question: How do we have a softer sale in the F&I office?
“Professional, High CSI in the Northwest.”
Answer: The sales process in the sales business office (F&I) is a softer more professional presentation by the nature of the products represented to the customer. Via an interview, the professional business manager will uncover the client’s needs, secure the client’s confirmation of the needs, then present the solutions F&I products produce for the client. As with any sales equation, when the value exceeds the price you will obtain a sale. The key is to interview with opened-ended questions and then listen to the client’s answers. Interviewing skills can be enhanced in any professional training.
Question: How can we sell the intangibles, when the clients have only enough money for the vehicle? “Tight Budget in Oregon.”
Answer: The intangible credit insurance and service contracts provide financial security in an economical storm. Financial crises, like the weather in the Northwest, can be unpredictable. All you can do is to present the financial opportunities to everyone so they may be protected from unforeseen events such as illness or death that could impair their financial good standing. According to the Bureau of National Statistics, 97% of United States citizens have their ability to work as their only source of income. What would happen to their families, their obligations, or their good credit standing in the event of an illness, accidental injury, or even a death? Those who say their budget is too tight to purchase financial coverage are the very people this coverage was designed to protect. Do yourself and your client’s a big favor: Believe in the unseen. Our policies are simply a promise to provide financial relief from economic distress.