Don’t rush through the F&I presentation, advises Dwayne Wiggins, F&I University trainer for American Financial & Automotive Services Inc. Some F&I managers speed through to save time, but that can leave the customer feeling confused about F&I products. “Do not take shortcuts during the presentation. Instead, train your team to effectively and efficiently execute the process,” Wiggins says. “Be quick, but do not hurry.”
Hurried F&I presentations spawn customer confusion
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