F&I: This stands for the Finance and Insurance office where the documents are signed. The F&I salesperson usually will push products such as extended warranties, fabric protection and alarms. "The wait for F&I is two hours. Better stick with your customer so they don't skip out the back door."
"The feel of the wheel will seal the deal": It is assumed that if you test-drive a car, you will buy it. "This prospect was on the fence, right? I get him in the car, he drives the thing, now he's hot to buy. It's like they always say, 'The feel of the wheel will seal the deal.'"
First pencil: This is the opening offer from the sales manager, usually written onto the four-square worksheet, so-called because it is highly negotiable, i.e. written in pencil, not ink. "I show my customer the first pencil and it's so high he nearly dies. I scrape him off the ceiling and make a deal."
Four-square: As negotiations begin, the salesman pulls out a worksheet divided into four squares which represent the four elements of a car deal: selling price, trade-in value, monthly payment and down payment. "I started working the four-square and looked up at the prospect. It was great — they had no idea what the hell I was talking about."
Full pop lease: This is when a vehicle is leased at 110 percent of the sticker price — the highest amount allowed by most banks. "I got them into a full pop lease. I'll get a nice voucher for that."