When car buyers reach the F&I stage of a transaction, dealership personnel should be thinking about how they can make things go as smoothly as possible. This means introducing products in a frictionless way that maximizes their chance of selling more per deal, and at a higher value to dealers and their customers.
What's one of the main sticking points that can interrupt this ideal sales approach?
The unfamiliar names associated with F&I offerings can put unneeded pressure to the customer and make selling service contracts and other protection products harder.