Page 65 - Car Sales Training Manual

ADVICE TO F & I PEOPLE:
• Adhere to all the basic ‘meet and greet’ essentials outlined in training session
A.1. (that is, professional dress, nametag, notebook, smile, warm handshake, small rapport-building questions, enthusiasm, etc.) *;*7> 9.2*.
• Understand that your Sales Consultant has built rapport and confidence with the customer so run with this. Don’t attempt to diminish or divert it.
• Don’t attempt to dominate the negotiation. Complement it.
END RESULT: • Your customers will experience a seamless introduction to beneficial F & I discussions, with rapport and confidence being maintained throughout.
ROLE-PLAY ACTIVITIES:
(i) Practise your customer introduction technique with your actual F & I people.
Provide constructive comments to your F & I people on their own ‘meet and greet’ manner.
C.4–2 of 3