When it comes to quoting payments, the sales and F&I process still used in many dealerships has to change. The old “quote ’em an inflated monthly payment, peel ’em off the ceiling and see what sticks” is not only deceptive, it doesn’t work anymore. Give today’s informed, Internet savvy customer an inflated monthly payment, and you not only run the risk of blowing the sale, you might end up spending a significant amount of time and money getting to know your friendly state attorney general.
