Page 64 - Car Sales Training Manual

􏰂+9*7 9-* !*89 􏰀7.;* ? Session C.4
TOPIC: Points to remember in the introduction of your Dealership’s
F & I person (Manager/Supervisor).
AIM: To become comfortable and professional in your introduction of the Dealership’s F & I person to your customer.
To understand and avoid the potential problems a poor introduction may cause.
KEY POINTS: • There are benefits to you, your F & I department &3) your customer from a positive introduction to F & I at your Dealership, after a successful product summary close.
• Butthereisachallenge:
– You have had at least one to two hours to build personal rapport and confidence with your customer by the time you reach a product summary close after the test drive.
– When your F & I person is introduced, they come in ‘cold’ and, as a new entity in the negotiation, will have little, if any, time to gain immediate rapport with your customer. If the introduction isn’t practised and professional, it could actually be counterproductive to the success of the sale.
• It is the Sales Consultant’s responsibility to build a bridge of confidence and rapport from themselves to their F & I person in the mind of the customer.
• When first raising the matter of finance with your customer, be enthusiastic and warmly complimentary of your F & I person and their knowledge of good finance options.
• Ensure you get early advice to your F & I person of your customer’s presence and the impending meeting, so they can prepare.
• Facilitate a warm greeting between your customer and the F & I person; perhaps, offer coffee to all.
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