Question for Finance Managers

Hi, I’m new to F&I first month in. I’ve consumed all different types of training. Im seeing mixed opinions on people explaining the factory warranty then picking it apart and essentially pitching the VSC during the menu, vs the approach of when presenting the menu not really “selling” more just stating what each item is asking which option works best, then waiting for an objection before going into a presentation and dissertation. Curious as to what the vets do and what has worked? Also have been seeing a lot of cash deals, being at a Honda store the buyers are very educated lots of engineers. I hear a lot “I have the money to cover any repairs out of pocket” things along those lines, any tips for such would be appreciated.