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Here's an answer for you. I am actually our stores backup F&I guy (in other words...the cash deal king), So as the full time ISM I can always intervene if the customer shows finance as a dominant buying motive or a question that must be addressed before moving forward. Our salespeeps who handle the leads will most generally refer the customer to our online finance app and I can provide all the answers they need from there. I don't currently ask my salespeople to bring up financing but I think it may be a good way to stir up some dialogue and get the customer engaged.
Here's an answer for you. I am actually our stores backup F&I guy (in other words...the cash deal king), So as the full time ISM I can always intervene if the customer shows finance as a dominant buying motive or a question that must be addressed before moving forward. Our salespeeps who handle the leads will most generally refer the customer to our online finance app and I can provide all the answers they need from there.
I don't currently ask my salespeople to bring up financing but I think it may be a good way to stir up some dialogue and get the customer engaged.
