Menu Sales INCREASING F&I PERFORMANCE Without Jeopardizing Customer Relations.

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Presentation transcript:

Menu Sales INCREASING F&I PERFORMANCE Without Jeopardizing Customer Relations

REBECCA CHERNEK PRESIDENT, CEO CCI Learning Center Established in 2001, a Proven Leader in providing Finance & Insurance Training for Automotive, RV, Marine, PowerSport Dealers Nationwide.

 Product Offering Consistency  Product Pricing Consistency  Increase Performance Significantly  Reduce Errors  Reduce Customer Sales Resistance  Reduce Product Pricing Negotiation  Maintain Creditability  Even… “Reduce Liability”

 Meet Customer On “Their Terms”  Establish Common Bond  Build Rapport  Qualify the Sale for Product Closes  Review Credit/Pay Back History for Bank Approval and Advances  Maintain Creditability at All Times

 Title Information  Purchased Unit  Trade In (if applicable)  Determine Driving Habits- (how long do they anticipate they will keep the unit?)  Maintenance of Unit-Customer Retention  Insurance Information  Buying Numbers  Always “ask” for additional money down!

 Confirm Loan Status  Where will the unit be stored?  Residence Time and Mortgage/Rent Payment  Employment History  Income or Additional Income  Paying into Health Benefits at Work  Banking Requirements  Confirm Disability Coverage

 Determine Privacy-Safeguard Customer Information.  Review any Slow Pay History while Being Careful not to Intimidate the Customer.  Provide Customer With Customer Explanation Form to Explain Slow Pay Back History to Banks in Customer Own Terms.  Established Excellent Pay History Doesn’t Require a Credit Review.

YOU CAN’T SELL WHAT YOU DON’T KNOW

 SERVICE CONTRACT  WINDSHIELD PROTECTION  TIRE & WHEEL  GAP  KEY REPLACEMEMT  CREDIT LIFE/DISABILITY  ACCESSORIES CONRACTS  PAINT & FABRIC PROTECTION  ROAD SIDE ASSISTANCE

ARE YOU CHARGING ONE CUSTOMER A HIGHER PRICE THAN ANOTHER?

BE CONSISTENT … DON’T PICK AND CHOOSE! 100% PRODUCTS TO 100% OF YOUR CUSTOMERS 100% OF THE TIME!

PRESENT CORE PRODUCTS ONLY! KEEP IT SIMPLE! MORE PRODUCTS DO NOT MEAN MORE MONEY! MORE PRODUCTS REDUCES YOUR CREDITABILITY AND RAISES CUSTOMER SALES RESISTENCE!

DON’T MIX MATCH PRODUCTS! KEEP CONISTENT DROP OFF IN UNISON!

USE COUPONS TO JUSTIFY DISCOUNTS!

 Review Title Information  Review Unit Purchased  Review Trade In Amount  Review Base Payment  Review Apr Options  Review Terms  Review Amount Financed

Customer Information Unit Information

Trade In Finance Details

 Keep it Simple  Don’t Pitch Products  Explain Features & Benefits of Products  Do not OVERLOAD Customer with Point of Sale Material! Use Afterwards!  Review Payment Options (2) Preferably  B4 Going to Next Option Make Sure Your Customer is Following You! (test the waters)  Give Risk of Deleting Product Provide Payment Options.  Three or Four Options is Optimal

OVERCOMING OBJECTIONS IS EASY WHEN YOU’VE DONE A COMPLETE AND EFFECTIVE INTERVIEW… “BASED ON WHAT YOU TOLD ME EARLIER”…. IS KEY TO OBTAINING THE SALE!

Success is the good fortune that comes from aspiration, desperation, perspiration and inspiration. WHAT IS YOUR PLAN?

10 MINUTES I AM AVAILABLE AFTER THE SESSION TODAY!

CONTACT BECKY visit