Finance Manager now must build a rapport with his customer.  This includes getting to know the customer by asking questions designed to encourage the customer to talk about himself.  This simultaneously reveals the customer’s needs, and helps establish a connection between the customer and the F&I Manager.  Expansive questions [...]

The consultation process is an integral part of the F&I sales process.  It enables the Finance Manager to effectively “meet and greet” the customer and verify the purchase order.  It is also the point at which the Finance Manager can build rapport with the customer and determine his wants and [...]