A customer driven sales approach in your F&I Dept.

Lloyd Trushel

Are dealerships missing opportunities by focusing too much on overcoming objections in the finance and insurance office?

F&I trainer Lloyd Trushel thinks so and calls for a more personal engagement with customers, saying it will increase product penetration rates.

“The 1970s strategy of simply overcoming objections doesn’t work anymore,” he says.

Read More: Ward’s Auto