Finance more cars at your dealership with these tips
30 Jul 2025
Many buyers arrive with a clear idea: they want to finance part or all of the car, but they are not sure where. And here comes the classic doubt: "Will it be better for me to finance with my bank?".
As a professional in the industry, it is key that you know how to respond with clear, realistic arguments and without pushing. This article is designed to give you tools to help explain why financing at the dealership can be, in many cases, the most advantageous option for the customer.
Why many customers believe the bank is better
The answer lies in trust. Many customers have been with their bank for years and feel that they will not be "tricked" there. They also think that interest rates are lower or that there will be no hidden fees.
In reality, what usually happens is:
They have not properly compared the APR (they only look at the nominal rate).
They do not know that the bank can take several days to approve.
They are not aware of the options offered by the dealership's financing.
Your role is not to convince, but to inform and help compare with real data.
Comparison: bank vs. dealership
A good way to resolve doubts is to offer a simple comparison. Here is a template table that you can adapt according to your actual conditions:
Aspect | Traditional Bank | Dealership |
|---|---|---|
Transaction management | Customer does it on their own | You do it with them at the moment |
Speed of approval | 2-5 business days | Often in less than 30 minutes |
Flexibility of terms | Closed options according to profile | Customizable according to the case |
Additional products | Insurance or banking ties | Optional: warranty, maintenance |
Support | Phone or office | Directly with you, without intermediaries |
Use this comparison to open a conversation, not to force a decision.
Real advantages of financing at the dealership
When a customer considers financing at the dealership, there are benefits you can honestly highlight:
Speed: everything is resolved in the moment. They don’t need to make appointments or wait for bank calls.
Convenience: manages everything with you, in one place. From financing to car delivery.
Real Options: you can offer various financing products, with different terms, down payments, and installments. Also, it's easy to include extras like warranties or insurance.
Direct support: if any problem or question arises, the customer has you as a reference. They don't talk to a 900 number, but to you.
How to explain it without sounding "aggressive sales"
No one likes to feel pressured. These tips can help you build trust without coming across as insistent:
Speak in terms of convenience and control. Example: "There are customers who wanted to go to the bank, but when they saw that everything was resolved here in 20 minutes, they did it directly".
Show openness: encourage them to compare both options and offer your data without pressure. That generates transparency.
Have numbers ready: do not improvise. Bring ready simulations with clear terms, installments, and explicit rates.
Adapt the speech to the customer profile: it is not the same for a young person buying their first car as for a professional looking to renew their company vehicle.
Frequent objections and how to respond to them
"My bank gives me a better interest rate"
It’s possible, but is it including insurance, commissions, or linked products? Clarify the total APR and if there are additional costs.
"I don’t trust the financing companies"
Many dealership financial institutions are part of well-known banking groups (Santander Consumer, BBVA Consumer, etc.) and are regulated similarly. Also, you are here to provide support.
"I prefer to pay in cash"
Great. But if you offer financing with no down payment or with a small discount for financing, it might interest them to keep their liquidity.
"I already have it approved at my bank"
Perfect, invite them to compare. If you can match conditions or improve terms, they will have more information to decide.
Practical closing
Financing is neither a trap nor an obligation: it is a tool that, if well explained, can greatly facilitate the sale. If you know how to convey trust, compare with real data, and avoid pressure, the customer will have more reasons to stay with you.
And you, as a professional, will gain agility, control, and opportunities to close deals with more value per customer.
