By the end of the week, each student should be able to conduct a basic package presentation and handle objections for all of the finance products their dealership has to offer. The package presentation is designed to offer all finance products in an effective and timely manner.

• Conduct a sales interview with the customer to determine a proper mix of products to offer
• Present a package (menu) of options based on the customer’s needs
• Gain agreement and close on acceptable terms
• Build value and handle objections on all finance products
• Comply with federal guidelines
• Disclose documents
• Understand how lenders view finance deals
• Understand how credit bureaus operate
• Manage CITs
• Gain basic product knowledge
• Leasing
• Regulatory/Compliance

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Training programs can be customized to fit the needs of your organization. We welcome the opportunity to work with your management team to develop customized training that meets your dealership’s particular needs.

• Analyze your current selling processes
• Discuss pricing options and help management develop a consistent pricing strategy.
• Analyze and develop a follow-up system for current and future customers.
• Create a time-effective process to integrate the sales and financial services departments.
• Develop an efficient finance sales process to maximize profits by presenting all finance products in a value-building and compliant manner (menu sell).
• Develop hybrid F&I processes
• Develop a timely and value building delivery process.
• Develop systems to track each process.

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Our personalized live interactive training courses allow us to remotely provide training which facilitates an immediate impact for individuals or dealership teams. This platform is also used to follow up with our training attendees to further advance their skills.

Topics may include:

• Establishing a relationship with the customer (meet & greet plus)
• Discover the customer’s needs, wants, and qualifications for a new vehicle
• Confirm the customer’s selection or help the customer identify the right vehicle
• Creating a customized product presentation based on the customer’s stated and non-stated buying motives
• Creating a customized product demonstration using the customer’s buying motives to build excitement
• Gain commitment from the customer (confirm this is the right vehicle)
• Devaluing of the customer’s trade-in, if applicable
• Conduct an effective facility tour
• Negotiating to acceptable terms

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Relevant and impactful training conducted with 12 sequential webinars via 1hr bi-weekly scheduled webinars. F&I professionals can attend either live or when it accommodates their schedule with our On-Demand library.

• Need Awareness and Planting Seeds
• Product and Menu Presentation
• VSC Objection Handling
• Appearance Protection Objection Handling
• Anti-Theft Objection Handling
• Lender Relations
• Principles of Selling
• Virtual Retail Sale F&I Setup
• Salesperson F&I Setup
• Fact Finding Using Dialogue
• F&I Compliance Quiz Part 1
• F&I Compliance Quiz Part 2

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