How to Present the F&I Menu in 2025 - From Intro To Close

Still using outdated F&I word tracks? You’re not alone—but you might be losing deals because of it.

Today’s buyers aren’t responding to the same old phrases and pressure tactics. They’re sharp, digitally overloaded, and attention-deficient. If your menu presentation sounds like a script from 2013, you’re likely missing opportunities to connect, build trust, and increase product enrollment.

In 2025, top-performing F&I Managers are shifting from “selling” to “telling”—using subtle psychology, strategic visuals, and intentional word tracks to guide customers toward smarter decisions without the pressure.

And no one teaches this better than Product Prep’s Gerry Gould.

Let’s break down the entire F&I menu process—from the initial meet-and-greet to closing objections—and explain how Product Prep’s proven methods can elevate your PVR and create lasting customer satisfaction.

Key Takeaways

• Ditch “Welcome to my office”—start with a congratulatory, customer-first approach.
• Replace high-pressure sales tactics with word tracks that inform, not sell.
• Use visual aids and props to engage 65% of customers who are visual learners.
• Master a four-step objection process that overcomes price concerns and builds value.

What is an F&I Menu Presentation—and Why It’s Changed in 2025

The F&I menu presentation is the structured conversation where Finance Managers review vehicle protection options with the customer. It’s the bridge between securing financing and finalizing paperwork.

But here’s what’s changed in 2025:

Buyers are more distracted. They’ve researched protection plans online, heard about “dealer markups,” and are skeptical before they even enter your office. That’s why successful F&I Managers don’t dive into product details right away. They guide the customer through a calm, credible, and clear presentation—built on trust and visual communication.

At Product Prep, our approach is based on connection before conversion. We train managers to lead with empathy, deliver value-rich messaging, and adjust presentations to the customer’s decision-making style.

How to Deliver a High-Converting Menu Presentation: From Intro to Close

Step 1: Build Trust Before the Menu – The Meet & Greet Mindset

Forget the stiff handshake and robotic intro.

Instead of saying, “I’m Andrew, the Finance Manager. Welcome to my office,” try:

“Congratulations on your new car! That’s a great choice. I’m Andrew, and I’ll walk you through the final steps and answer any questions.”

That’s how you immediately reduce resistance.

Gerry Gould emphasizes how this approach disarms the customer’s natural aversion to Finance. They’re expecting pressure—but you give them positivity and clarity instead.

The key here? Congratulate them. Make it personal. Then ask conversational questions as you verify the deal details. This humanizes the process and lowers their guard before you ever introduce the menu.

Step 2: Interview with Intention – Gathering Customer Info Naturally

Too many F&I Managers rely on assumptions—like estimating mileage based on the trade-in. But assumptions kill deals.

Instead, use easy, natural dialogue to uncover crucial facts:

• “Do you have pets that ride with you?"
• “How many miles do you drive on average?”
• “What’s your current insurance deductible?”

These questions reveal driving habits, risk tolerance, and ownership plans—without sounding like a checklist. If someone has a $1,000 deductible, they’re probably more comfortable with risk. A $200 deductible? They’re more cautious. That insight directly informs how you tailor your menu presentation.

Step 3: Delivering the Menu – The Power of the Tell, Not the Sell

Gerry Gould refers to it as a “telling presentation”—not a sales pitch.

Start with a recap sheet. Say:
“Before I print the final paperwork, I’d like to review the figures with you one more time.”

This lowers resistance and eases the customer into the menu presentation. Use a tablet or printed Darwin menu as a visual, but don’t over-explain yet.

Key word track:
“These options enhance your ownership experience.”
Not:
“These protect your investment.”

Why? “Protect” sounds like a sale. “Enhance” sounds like a benefit.

Also, avoid placing too much emphasis on the service contract—even though it’s often the highest margin product. The moment you overhype one item, the customer mentally dismisses the rest.

Just calmly go through each feature:

• “Tire & wheel covers road hazard damage."
• “Key replacement pays to replace lost or broken keys."
• “Paint & fabric protects your vehicle from the elements.”

No hype. Just value.

Step 4: Using Visuals, Props & Tech – What Actually Moves the Needle

According to Gerry, 65% of customers are visual learners. If you’re only talking, you’re missing two-thirds of your opportunity.

That’s why Product Prep encourages using:

• Digital picture frames rotating through coverage visuals
• Physical props like worn-out thermoses, cracked phones, key fobs, and even light bulb
• budget calculators that break down costs into daily spend

Here’s an example:

You see a cracked screen protector on their iPhone? Ask:
“You protect that $1,000 phone—why not your $60,000 car?”

It’s relatable, human, and gets them thinking.

Objection Handling in 2025 – The 4-Step Process That Works

Today’s F&I objections are rarely about not wanting the product. They’re about not seeing enough value or feeling rushed.

Here’s Gerry Gould’s proven 4-step process to overcome that:

Step 1: Acknowledge the Objection Gracefully

Word track:
“I get it, these options aren’t for everybody.”
This immediately disarms defensiveness.

Step 2: Identify the Real Issue

Ask:
“Most customers who hesitate feel it’s either not valuable, not in the budget, or just not the right time. Which feels most true for you?”

Then follow with:
“If money weren’t an issue, which options would you select?”

This tells you what they want—even if they think they can’t afford it.

Step 3: Rebuild Value Using Real-World Comparisons

Use their phone calculator to break the cost down.

Let’s say the package is $900.

“That’s $30/month—only $1 a day. Does $1 a day make a difference in your lifestyle?”

Most say no. That’s your cue to close.

Step 4: Offer Customized Options Based on Buyer Type

If the customer shows interest in only one or two products, pivot.

Show the “practical” option bundle or go to the “core” column with just GAP and a service contract.

Adapt based on their responses. Build value around their priorities.

FAQs:

1. How do I know which option to present first?

Start with the “worry-free” package—your most complete offering. It frames the rest as scaled-down choices.

2. What’s the best way to introduce myself without sounding like a closer?

Always start with a congratulations and friendly tone:
“Congrats on your purchase! I’m here to walk you through the final steps.”

3. How can I overcome “I’m not interested” responses without being pushy?

No. It reduces resistance, which actually speeds up decision-making.Use the “free no” technique:
“Do you have any questions?”
“No?”
“Okay, which option works best for you?”

4. What tools do I need in my office to support this process?

You would need stuff like recap sheets, a tablet with the Darwin Menu, a budget calculator, A digital photo frame for visuals, and some props.

Conclusion:

The old way of doing F&I is fading. Customers want speed, clarity, and connection. And the Finance Managers who adapt their presentations—not with pressure, but with storytelling and structure—are the ones winning big in 2025.

From meet-and-greet to final close, Product Prep gives you the tools to drive more deals, higher satisfaction, and greater credibility.

By the way, you’re invited to check out our world-class F&I training program where the average F&I Manager increases their PVR by over 30% in the first month. You’ll have access to 100+ hours of training videos personalized to your weaknesses. Plus, you get exclusive access to see Gerry Gould LIVE twice per month to ensure you continue to grow your skillset and income. Come join a community of the top F&I Managers in the country and the #1 F&I Training in the world. For $149 you can pay that off with one extra deal we’ll personally teach you in the first week of training.