TIP: Your goal in the Box is to get out with only what you want.The dealer’s is to sell you everything on the menu. Weak F&I folk sell 0-1items and don’t last long; solid finance people sell 1-2 products on average, (^)
and top ones rarely let someone walk out without selling up for 2-3 profit-making items. If you follow the tips in this chapter, you won’t be that
average customer who gives away over a thousand dollars to the F&Imanager in product profit and interest rate markup.
This is the other major profit source in the Box. The average markup in2009 was 2.74 percent, which equated to $714 per customer! I’ll talk more (^)
about this in the chapters on Finance and Leasing.
TIP: The ultimate power move is to be silent.
At do something, or makes an offer, the strongest play you can make is to not any point that that a dealership salesperson or F&I manager asks you to
say anything right away. Even experience sales folk have trouble not fillingin a silent moment. The longer you stay quiet, the stronger your position.
They’ll usually start jabbering, or sweeten the offer, if you just wait longenough. Try it!