Customer Centric Workshop

DECEMBER 4th, 5th & 6th 2018 - ATLANTA, GA! 

DoubleTree Hilton Properties

Alpharetta, GA 

Streamlining your F&I Training procedures ensures performance and peak customer satisfaction.  F&I is Under Assault - Winning With Menu Selling workshop assures your F&I manager will undergo a significant F&I performance boost while developing a positive relationship with the customer! They will learn how to effectively present the products on the menu in a user-friendly, easy to understand format that customers like. Either with a "digital menu or a paper menu." Expect an interactive F&I training session that will keep your F&I manager completely captivated and on their toes! The course material has been carefully crafted to provide up-to-date leading material based on today’s highly informative customer. You can’t continue to use outdated training techniques and expect to stay on top! Joe St John, Head of Dealer Success, to discuss how top dealers are leveraging technology to beat these disruptors at their own game. He will discuss real-life example, that will help dealers to understand the critical components necessary to meet the shifting demands of customers that increase market share and PVR.

Darwin executive, Jeff Stafford will be a guest speaker and cover the technical aspects and concept behind Darwin digital menu! If your team is thinking about going digital menu this workshop is for you! Proven tracks to close more sales!

 As Jeffrey Gitomer put's it, “customers hate to be sold but they love to buy!” Learn why pitching products leads to diminished sales, instead, offer a value proposition that wins your customers hands-down and massively improves your F&I profits!

Workshop Highlights

Why is F&I under assault and how to massively improve your performance.  

Compliance is still important today, it's just one deal that can make you or break you. 

Why engaging F&I online wins market share and increases PVR. 

Why inconsistency in F&I product presentation and pricing jeopardizes profits.

How to remove pressure tactics from the F&I selling process. Should you be using a digital menu or a paper menu and the difference between the two! 

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

Why all management personnel should understand the benefits of the interview process. 

Learn the difference between a digital menu vs a paper menu presentation. 

Understand the technical aspects of Darwin digital menu and it's concept.  

Reduce your CIT and avoid recontracting - understanding your bank guidelines.

Why F&I departments are under fire and how to reduce liability.

How to use "proven time-tested solutions" to overcome product objections! 

The evidence file is a basic tool that STILL works plus how to utilize digital menu to back up your claims and more! 

WELCOME COCKTAIL RECEPTION

Wine & Beer

Cheese & Crackers 

Monday @ 7:00 - 9:00 PM 

Sponsored by AutoFI 

DAY ONE

9:00 AM – 10:00 AM

Introduction

Compliance Review 

9:00 AM -  10:00  AM 

BREAK

10:15 AM - 12: 00 PM 

Engaging F&I Online - Joe St John - Head of Dealer Success with AutoFI 

Meeting the Customer on Their Terms and How to Increase Market Share

Establishing a Common Bond Online and In-Dealership  

Online and In-Dealership Experience Is a Seamless Process 

What’s on the Menu?

Disclosure & Terms

Products and Product Set-Up

Product Consistency & Pricing

Descending Terms & Customer Resistance

Offering Options and "DNA" Dealer Needs Analysis Option 

12:00 PM- 1:30 PM

LUNCH

1:00 PM – 2:00 PM

Interview Transition 

2:00 PM - 3:00 PM 

Meet and Greet The Interview  and Darwin 

Menu Presentation - Paper or Digital Menu

3:00 PM – 3:15 PM

BREAK

3:15 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

Darwin Executive, Jeff Stafford covers the technical aspects and concept behind the digital menu!

BREAK

11:00 AM – 11:15 AM

Overcoming Objections - Darwin Tools - Proven Tracks 

11:15  AM  – 12:30 PM

Learn how to effectively overcome the customer’s objections based on a value proposition. Using the Darwin tools to substantiate a claim! 

12:30 PM – 1:30 PM

LUNCH

1:30 PM – 2:30 PM

Upsell Techniques - Service Contracts Closes 

2:30 PM - 3:45 PM

F&I Training-Service Contract Closes

I'll Take the Risk 

Perfect Car

Dependable Car

I Have the Manufacturer Warranty 

It Costs Too Much

Bought One Before, It Didn’t Cover Anything

Ancillary Product Closes

Gap Protection

Paint & Fabric Protection

Tire & Wheel

Key Replacement / Dent Ding / Theft Recovery

BREAK

3:45 PM 5:00 PM

Role-Play Round Robin 

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 and Visuals - Groups 

It Costs Too Much

I Have My Own Mechanic

Perfect Car

Dependable Car 

Gap Protection

12:30 PM – 1:30 PM

LUNCH

1:30 PM – 3:30 PM

Credit Union and Bank Conversion

Right of Off-Set

What is digital retailing and why you should know. 

Questions & Answers

Workshop includes (1) months of the continuing education with Chernek Consulting online Virtual Pro! Continue to implement best practices back at the dealership! 

*PLEASE BRING YOUR PRODUCT FORMS AND MENUS TO CLASS WITH YOU! DON'T FORGET YOUR POSITIVE ATTITUDE! 

Have questions contact Becky directly at 404-276-4026! 

Contact Chernek Consulting

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