Even with a tried-and-true sales process, it's inevitable that you'll still get customers who turn down a vehicle service contract in the finance office. Experienced F&I managers know how to address a buyer's decision, get to the root of their objection, and offer a solution. Their secret? Be prepared before the conversation even starts. We've compiled the four most common customer objections and the best way to respond to each to help you win the sale.

Are you ready to talk about the 5 costs of vehicle ownership? Be prepared to educate your customers during the buying process so they're aware of what the cost of ownership can add up to—beyond a monthly payment.