F&I Training

The Seminar Includes

• Advanced Menu Selling Competency, using proven selling methods and procedures. Establishing the demeanor, attitude, and selling skills of a highly polished, professional Financial Manager. This will include a heavy emphasis on selling intangible products.
• Maximize Unit Sales from the sales of Finance and Leasing options while maximizing profitability from product sales in the F&I Department. This will include a stated dealership objective of ethical and compliant product mark-up strategy. Learn Consultant Sales Methods to best assist customers in selecting suitable finance packages, lease programs and aftermarket products.
• Develop full-disclosure Skills for Selling Parts and Labor Agreements (Vehicle Service Contracts) with high penetration and high profitability while reducing cancellations and charge backs.
• The heart of this course is unique “Word Tracts”, things to say to the customer and overcome objections without confrontation.
• Develop skills and techniques for selling insurances with high penetration and reduced charge backs. This involves value-oriented sales processes, overcoming customer fears and objections with full legal disclosure.
• Learn how to manage and motivate the sales force to insure that the F&I/Leasing Manager receives a quality introduction to every customer turnover at the point-of-sale.
• High-Profitability, Efficiency, Legal and Ethical Compliance, proven professional techniques to improve product sales and profitability.
• Learn full disclosure procedures designed to create a pleasant, positive, and stress-free buying experience for the customer while still maximizing profit opportunities from rate markup and finance product sales, a thorough review of practical, real-world compliance steps to protect the dealership.