Part 3: Interview for product cues

In Step 1 of this series, Jan showed you how to Meet the Customer. Step 2 addressed Building Rapport. The 3rd Step to F&I Succe$$ is the Interview.

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Part 2: Build Rapport

No one is going to do business with you until they believe you care about what is important to them.

A primary key to your F&I success is your ability to make a connection with your customers. Finding this common ground is easy for some and a real challenge for others. Many industry educators rely upon scripts to teach rapport-building skills. I choose to rely upon principles. When we learn principles and take ownership of them we internalize the concepts and have the ability to apply them in most situations.

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Part 1: Meet the Customer

This part 1 of 12-part series by Jan Kelly breaks down the F&I process from A to Z and offers finance managers tips and strategies for optimal performance.

Click here Part 1: Meet the Customer