Qualifying Questions

Begin by reviewing the figures with the customer, either on the worksheet that your dealership already uses, or on the Packages Summary. Review the credit application as well.

This is a perfect time to ask qualifying questions that establish the need for products that are applicable to a customer, before beginning the Virtual F&I presentation. These questions are woven into the credit application review, or on a separate sheet like the Packages Summary.

Examples, when reviewing the vehicle information:

· How long do expect to keep your new car?

· How far do you expect to drive it?

When reviewing the employment information:

· If you are sick or hurt and unable to work, do you have coverage besides workman’s compensation? (if presenting Accident and Health coverage)

· Do you have life coverage? (if presenting Life coverage)

It’s important that if a payment has been quoted by a sales person or sales manager, that the payment is acknowledged by the Business Manager.

Example: “…and I see here that you’ve agreed to a payment of $432.51 over a 60 month term at an 8.3% interest rate. That will buy you the car today."