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6 Tips to Selling More F&I Products

December 23rd, 2022

As a car dealership, one of the most important ways to increase profits is by effectively selling your customers' finance and insurance (F&I) products.

F&I products, also known as aftermarket products, are additional products or services that a dealership offers to its customers, such as extended warranties, gap insurance, and roadside assistance.

This article will discuss some strategies and best practices for selling F&I products at your dealership.

1. Understand your products and their benefits

It's essential that you have a thorough understanding of the F&I products you offer, as well as the benefits they provide to your customers. This will enable you to effectively communicate the value of these products to your customers and overcome any objections they may have.

2. Build rapport with your customers

Before selling F&I products, you must build rapport with your customers. This means getting to know them, listening to their needs and concerns, and establishing trust. When customers feel comfortable and trust you, they'll be more likely to consider purchasing F&I products.

3. Identify the right time to present F&I products

The best time to present F&I products is when the customer makes a purchase decision. This might be when they're finalizing the details of their car purchase or when they're signing the contract. Avoid presenting F&I products too early in the sales process, as this can overwhelm the customer and may turn them off.

4. Use effective sales techniques

There are several effective sales techniques that you can use to sell F&I products to your customers. For example, you can use the "foot-in-the-door" technique, which involves starting with a small request (such as asking the customer if they're interested in learning more about F&I products) and gradually work up to the main request (purchasing an F&I product). You can also use the "scarcity" technique, highlighting the limited availability of a particular product and creating a sense of urgency.

5. Overcome objections

It's natural for customers to have objections or concerns when considering purchasing F&I products. It's essential to listen to these objections and address them in a calm and professional manner. For example, if a customer expresses concern about the cost of an extended warranty, you can explain the potential cost savings that the warranty provides in the event of a covered repair.

6. Follow up with customers

After the sale, you must follow up with your customers to ensure they're satisfied with their purchase and address any questions or concerns they may have. This can help to build long-term customer relationships and increase the likelihood of repeat business.


By implementing these strategies and best practices, you can effectively sell F&I products at your dealership and increase your profits. It's important to remember that selling F&I products is about understanding your customers' needs and offering them products and services that will provide value and peace of mind. You'll be well on your way to success by building relationships and addressing customer concerns.

Joshua Aaron
By Joshua Aaron - December 23rd, 2022