Build a Menu From the Customer's Job
Create a transparent F&I menu recommendation tied to the customer's job and need type.
A high-mileage commuter wants predictable ownership and hates surprise repair bills, but the F&I menu has too many generic choices. JTBD relevance plus Kano sequencing The common trap is presenting every product with equal energy because the menu is printed that way. That makes the buyer defend against a sales process instead of evaluate the few options that connect to their actual ownership job. Name the job You said the real job is keeping an 82-mile daily commute predictable. This proves the menu is based on what the buyer already told you. Secure the must Your base payment is $612…
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