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Tom Wagner of LaFontaine Buick-GMC and LaFontaine Cadillac in Highland, Mich., does an initial interview while the deal is put together. “It’s just a lot of fact-finding upfront, so when they do finally reach finance, there’s no surprises.”
Tom Wagner of LaFontaine Buick-GMC and LaFontaine Cadillac in Highland, Mich., does an initial interview while the deal is put together. “It’s just a lot of fact-finding upfront, so when they do finally reach finance, there’s no surprises.”
HL
By:
Hannah Lutz
September 09, 2019 04:00 AM

During finance and insurance training sessions, many students itch to learn how to respond to objections, F&I trainers say. But they advise a better way: head off customer resistance to F&I products in the first place by starting with an interview earlier in the transaction.

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