When it comes to selling finance and insurance products, Rachel Fortier takes a “no-pressure, transparent approach,” a strategy that has led to several awards.
The key to selling products is exerting no pressure, she said. “I’m very transparent. I offer products ... my clients don’t think I’m selling something.” She does not discuss the extended-service plans at that point, she said. “The buyer is already tired. They’ve spent maybe four hours on the sales floor with a sales rep.
Great customer service is an imperative in the highly competitive market in Sherbrooke, Fortier said. Sherbrooke Mitsubishi is one of three dealerships owned by Équipe Précision Auto, which also owns nearby Precision Acura and Magog Ford. Fortier said she trains new F&I managers at the other dealerships and had to cover two dealerships for six months when an F&I manager was being replaced.
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