Page 61 - Car Sales Training Manual

􏰂+9*7 9-* !*89 􏰀7.;* ? Session C.3
C.3–1 of 3
TOPIC: The introduction of finance questions in the sales process. Offering to introduce your Dealership F & I person. (i.e., Finance & Insurance Manager, Business Manager/Supervisor, etc.)
AIM: To ensure that every car sales prospect receives an introduction to your Dealership’s F & I person.
To feel relaxed and comfortable in this process.
KEY POINTS: • The majority of customers finance their cars. However, they usually don’t admit to this. When financing privately, they often say “I’ll bring a bank cheque” or “I’ll transfer the funds to your account”.
• A professional Dealership F & I person can greatly assist you in helping to bring a financial close to each sale.
• F & I income provides an important contribution to your Dealership’s operating plan.
• Every sales customer should be introduced to your F & I person.
• The subject of F & I and the benefits of an introduction to the Dealership’s financial services must be raised and promoted by the Sales Consultant with every customer.
• The most effective time to ease this topic into general conversation is towards the end of the test drive.
• 􏰀43C9 &80􏰓 – “Do you finance your cars?” or “Did you finance your last car?” This will usually prompt a negative response. Simply ask: “􏰎;*7 <-&9 5*7.4) did you finance your last car?”
• If the answer proves positive, simply recommend that your Dealership F & I people have some great financial solutions.
• Then casually propose an introduction such as:
“I’ll introduce you to (name) when we get back in. It might be worth spending a minute or two with him/her to see what they currently have on offer.”
• If the customer agrees, facilitate a meeting on your return, &+9*7 a successful product summary close, 349 '*+47*􏰈