Car sales staff should give car dealership finance managers a briefing on their mutual customer in a quick “two-minute drill” prior to the actual turnover of the shopper from sales to the finance office.
Auto dealership sales staff should brief their finance-and-insurance counterparts about the customer in a quick “two-minute drill” prior to the actual turnover of the shopper from sales to the finance office, Zurich North America recommends.
“That information’s gold,” says Dan Kapenga, Zurich area sales manger.
Topics for the short huddle would include the customer’s plans regarding financing; any prior credit issues the customer mentioned; if either the salesperson or customer mentioned F&I products; the state of the trade-in; and the customer’s state of mind and hot buttons, according to Zurich.
“The more that you know, the more effective you can be,” Kapenga says.
Have a good F&I tip to share? Email John Huetter at [email protected] and Gail Kachadourian Howe at [email protected].
