---
title: A Process with Clear Communication is Key Between F&I and Sales
description: While the ignition is the key to starting a vehicle, the sales desk is the key to approaching and earning a customer's trust. It's that trust that helps customers feel confident to commit to purchasing a vehicle. Beyond the commitment to purchase a vehicle, a customer's journey within your dealership is only just beginning.
image: https://blog.vanguarddealerservices.com/hubfs/sales-fi-together7-20-v1sm.jpg
---

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July 20, 2020

# A Process with Clear Communication is Key Between F&I and Sales

Topics:

- [F&I](https://blog.vanguarddealerservices.com/topic/fi)
- [F&I Managers](https://blog.vanguarddealerservices.com/topic/fi-managers)
- [F&I Specialist](https://blog.vanguarddealerservices.com/topic/fi-specialist)
- [Sales Motivation](https://blog.vanguarddealerservices.com/topic/sales-motivation)
- [Dealership Sales](https://blog.vanguarddealerservices.com/topic/dealership-sales)

![sales-fi-together7-20-v1](https://blog.vanguarddealerservices.com/hs-fs/hubfs/sales-fi-together7-20-v1.jpg?width=1400&name=sales-fi-together7-20-v1.jpg)

While the ignition is the key to starting a vehicle, the sales desk is the key to approaching and earning a customer's trust. It's that trust that helps customers feel confident to commit to purchasing a vehicle. Beyond the commitment to purchase a vehicle, a customer's journey within your dealership is only just beginning.

**A Key Factor in Customer Satisfaction: Easy Transition from Sales to F&I**

Next, the customer must feel confident with a dealership's F&I department. How can the sales staff successfully transition each customer over to F&I staff? Clear communication between the Sales Department and the F&I Department is the key when moving a customer beyond the sales floor.

Maybe you already have a process in place, but the numbers are not resulting in budgeted goals. Maybe, there is no consistent process at all. Bad communication, or no communication at all, can have a negative impact on your internal team moral, dealership profits, and even your brand. Here are a few suggestions that can help you ensure that both departments are on the same page.

1. **Develop a Teamwork Process**

Before we go any further, here is an interesting success story, found on [*AutoSuccess*](https://www.autosuccessonline.com/fi-solution-section-think-through-the-sales-process-to-ensure-customer-satisfaction/). 

- What information should the salesperson gather about the customer to offer the options that are affordable?
- How and when should the F&I team get involved? What's the information they need to quickly move the customer through the process?

1. **Learn from Customer Feedback**

Showing customers that you care about their buying experience is important to you is an excellent way to end a buying process. Offer a questionnaire and let them know their input is vital to making improvements. Customer feedback is vital to a dealership's success, as explained on [*izmocars*](https://www.izmocars.com/article/why-is-customer-feedback-important-to-your-car-dealership-2368-en-us.htm).

- Offer customers different ways or channels to leave comments and feedback.
- Make it a priority to respond to every customer response, whether bad or good.

1. **Build Internal Moral and Keep Interactions Upbeat**

Everyone is on the same team, and everyone's goal is to make a sale and improve profits. [*CBT Automotive Networks*](https://www.cbtnews.com/eight-steps-build-stronger-dealership-team/) details out eight steps to building a well-oiled dealership team. 

- Establish regular meetings to openly discuss problems and to acknowledge successes.
- Where are the dealership's numbers compared to last month, last quarter, and last year?
- If worse, open up discussion for team solutions.
- If better, celebrate together!

At Vanguard Dealer Services, we're a hands-on operation, and we teach by showing. [We're here](https://www.vanguarddealerservices.com/about-vanguard-dealer-services/) to help your dealership establish the process that will help your sales and F&I staff focus on the best car solution(s) for every customer.

#### Related Posts

[![](https://blog.vanguarddealerservices.com/hs-fs/hubfs/Showroom_ManBuyingCar2-1200-1.jpg?width=352&name=Showroom_ManBuyingCar2-1200-1.jpg)](https://blog.vanguarddealerservices.com/understanding-customer-buying-habits-at-a-car-dealership)

##### [Understanding Customer Buying Habits at a Car Dealership](https://blog.vanguarddealerservices.com/understanding-customer-buying-habits-at-a-car-dealership)

[![](https://blog.vanguarddealerservices.com/hs-fs/hubfs/ChatGPT-Image-Jul-6%2c-2026%2c-12_32_53-PM-1200.jpg?width=352&name=ChatGPT-Image-Jul-6%2c-2026%2c-12_32_53-PM-1200.jpg)](https://blog.vanguarddealerservices.com/consistency-wins-why-every-deal-should-follow-the-same-workflow)

##### [Consistency Wins: Why Every Deal Should Follow the Same Workflow](https://blog.vanguarddealerservices.com/consistency-wins-why-every-deal-should-follow-the-same-workflow)

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- [Automotive dealership compliance](https://blog.vanguarddealerservices.com/topic/automotive-dealership-compliance)
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- [Service Drive](https://blog.vanguarddealerservices.com/topic/service-drive)
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- [automotive finance and insurance training](https://blog.vanguarddealerservices.com/topic/automotive-finance-and-insurance-training)
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- [Compliance Training](https://blog.vanguarddealerservices.com/topic/compliance-training)
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- [self-development](https://blog.vanguarddealerservices.com/topic/self-development)
- [service agreements](https://blog.vanguarddealerservices.com/topic/service-agreements)

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