Strategic Consultative Selling in the Digital Age

Amidst the evolving landscape of retail automotive sales, the challenge to maintain profitability and customer satisfaction is a constant tug of war. Especially with customers who may be initially resistant to F&I.

This fictional case study examines the intricacies of a successful negotiation between a seasoned F&I manager and a hesitant customer at a family-owned dealership.

In this case study, you’ll learn how a deep understanding of the consultative F&I sales process, advanced sales strategies and comprehensive product knowledge can lead to successful outcomes.