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THREE DAY IMPROMPTU F&I WORKSHOP – “don’t get left behind”

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THREE-DAY IMPROMPTU MENU SELLING WORKSHOP!
ALPHARETTA, GA
OCTOBER 6TH, 7TH & 8TH
Streamlining your F&I Training procedures ensures performance and peak customer satisfaction. Quit doing business the “hard” way and get all of your managers on the same page today! This workshop guarantees your dealership will undergo a significant performance boost while developing a strong bond with customers. You’ll learn how to effectively present your products in a user-friendly, easy to understand format that customers appreciate. Expect an interactive F&I Training program that will keep you completely captivated and on your toes! The course material has been carefully crafted to provide up-to-date content based on today’s highly informative customer. You can’t continue to use outdated training techniques and expect superior results. Let’s face it: customer can’t stand the pitch! As Jeffrey Gitomer put it, “Customers hate to be sold but they love to buy!” Learn how not to pitch products and instead offer a value proposition that wins over more customers and boosts your profits significantly! This F&I Training workshop is real-world oriented and geared toward today’s customers!

Workshop Highlights

  • How an F&I department evaluation keeps you in business and increases revenue.

  • Why inconsistency in F&I product and pricing kills profits.

  • How to remove pressure tactics from the F&I selling process.

  • How to dramatically reduce the time customers spend in the F&I office.

  • Why all management personnel should know the menu selling process.

  • Why F&I departments are under fire and how to avoid legal problems.

  • How to use dealer-tested solutions for overcoming objections and closing sales.

DAY ONE

9:00 AM – 11:00 AM

Introduction

CFPB (Consumer Financial Protection Bureau and Why It Matters)

The Interview Process

  • Meeting the Customer on Their Terms

  • Establishing a Common Bond

  • Check the Transaction for Accuracy

  • Product Need Awareness

  • A Meeting of the Minds

11:00 AM – 11:15 AM

BREAK

11:15 – 12:30 PM

What’s on the Menu?

  • Disclosure & Terms

  • Product Consistency & Pricing

  • Descending Terms & Customer Resistance

  • Offering Options

12:30 PM- 1:30 PM

LUNCH

1:30 PM – 3:30 PM

Review & Role-Play

  • Interview

  • Menu Presentation

3:30 PM – 3:45 PM

BREAK

3:45 PM- 5:00 PM
When the customers says “NO! I want to stick to my base payment!”

DAY TWO

9:00 AM – 11:00 AM

Role-Play

  • Interview

  • Menu Presentation

  • When the customer says “NO! I want to stick to my base payment!”

11:00 AM – 11:15 AM

BREAK

11:15 – 12:30 PM

F&I Training-Upselling Techniques

Learn how to effectively overcome the customer’s objections based on a value proposition. You will learn that “no” doesn’t always mean “no” It might just mean “Tell me more!”

12:30 PM – 1:30 PM

LUNCH

1:30 PM – 3:30 PM

Upselling Techniques

F&I Training-Service Contract Closes

  • I Have my Own Mechanic

  • Perfect Car

  • I Have the Manufacturer Warranty

  • It Costs Too Much

  • Bought One Before, It Didn’t Cover Anything

F&I Training-Ancillary Product Closes

  • Gap Protection

  • Paint & Fabric Protection

  • Tire & Wheel

  • Key Replacement / Dent Ding / Theft Recovery

3:30 PM – 3:45 PM

BREAK

3:45 PM 5:00 PM

Role-Play

  • Menu Presentation

  • When the Customer Says “No! I want to stick with the base payment!”

DAY THREE

9:00 AM 11:00 AM

Role-Play

  • Interview

  • Menu Presentation

  • When the Customer Says “No! I want to stick with the base payment!”

11:00 AM 11:15

BREAK

11:15 AM– 12:30 PM

Product Objections

  • It Costs Too Much

  • I Have My Own Mechanic

  • Perfect Car

  • Gap Protection

12:30 PM – 1:30 PM

LUNCH

1:30 PM – 3:30 PM

Role-Play

  • Service Contract Closes

  • Ancillary Products

3:30 PM- 5:00 PM

Credit Union Conversion

  • Right of Off-Set

Questions & Answers

Chernek Consulting Virtual Pro will be launching shortly! F&I OnLine Training Made Easy! Interactive-Engaging Platform designed for the beginner or advanced student!