F&I 101
1.1 Interviews on the Fly
November 03, 2009 9:00 10:00 am Pacific
a. Effective
questions to uncover the customer needs
b. Review the key buying
motivators
c. Learn how to set the stage
for the presentation
1.2
Paving Questions:
Setting the Stage
for the F&I Presentation
November 04, 2009 9:00 10:00 am Pacific
a. Review 8
reasons for asking questions.
b.
Paving questions set the stage for what is coming next.
c.
It is often not what is said but how it is said that gives
1.3
Presentations:
Building Value
November 05, 2009 9:00 10:00 am Pacific
a. How to group
products to create packages
b. Benefits before Buck$
c. Presenting products as
solutions to customer needs
1.4
FICO 08
November 06, 2009 9:00 10:00 am Pacific
a. The elements
of the FICO Score
b. Re-Scoring and the effects
c. The different score cards
d. The importance of seeing
the same score as your lenders
e. What can be done to have a
positive impact of the score
f. What effects the FICO score
Overcoming Customer Objections
Overcoming Service Contract Objections
November 03, 2009 10:30 11:30 am Pacific
a. Review the
basics of addressing the customer concerns
b. Learn how to turn the
concern into a buying decision
c. Learn to welcome the
customers point of view
Overcoming Protective Coating & Security
System Objections
November 04, 2009 10:30 11:30 am Pacific
a. Review the
basics of addressing the customer concerns
b. Learn how to turn the
concern into a buying decision
c. Learn to welcome the
customers point of view
Keeping the Financing
November 06, 2009 10:30 11:30 am Pacific
a. Review the
basics of addressing the customer concerns
