How do I handle a pushy finance manager who keeps adding extras?
I have a deal negotiated, but the finance manager is aggressively pushing warranties, paint protection, gap insurance, tire coverage. I've said no three times and he keeps coming back with different packages. How do I shut this down?
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asked 16 June 2024, 9:22 am by Sue L.
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Be direct but polite: 'I appreciate the options, but I'm only interested in the vehicle at the price we agreed on. Please prepare paperwork with no additional products.' If they continue: 'If we can't proceed without add-ons, I'll need to think about this.' The threat of losing the entire sale usually stops it. The F&I office is the highest-profit department - they're trained to overcome several nos.
Bring a printed pre-approval and hand it to them when you sit down. When they start add-on pitch, point to it: 'I'm already financed, just need the paperwork.' It changes the dynamic because they know they're not getting financing revenue either. Shortens the process significantly.