Masters Series Closing Tools Workshop: What You Will Learn
For the Internet Sales Manager Too! |
The market is changing! Auto sales are internet driven and much more convenient for the consumer. It is time to revamp your sales & F&I processes to include efficient, consumer driven time schedules. Not only does Becky train your F&I department, but also works with your sales staff to provide an integrated team which has its focus on fullfilling the customers wants and needs. How are you using the Internet to drive your sales? After years of watching the market, gathering statistics and seeing the trend change, Becky is on top of this Internet revolution! The consumer is more educated about your products, knows what she wants (that is what she wants!) and will shop until they get what they want! The consumer is in the driver's seat and she is not going to hold any sort of sentimental feelings towards your dealership unless you have given her what she wants!
Is this what your internet department looks like?
We all know Becky's training is focused on bringing the dealership together to support the sale. Now, it is more critical then ever to get your entire dealership on the same page. Your sales (floor and Internet) and F&I departments need to work as a single entity to get the sale. The dealership that does not support this way of doing business is going to suffer in lost sales, productivity, bickering, advertising dollars, etc, etc...the statistics do not lie!
The spotlight is on your F&I department more than ever before in history. The media continuously discredits dealership ethics. The information on the Internet has created more savvy customers, and the car business nationwide is replete with pending lawsuits. You can no longer afford to conduct business as usual. You must step forward and lead by example. Inform your finance manager that while striving for increased profitability, your dealership will utilize only ethical business practices from now on. Chernek Consulting’s Masters Series Closing Tools Workshop is designed especially for dealerships who want to maximize profits without fear of potential law suits. You can increase profits without breaking laws!
Every dealership should evaluate department procedures and personnel periodically, to ensure they are working efficiently and effectively. Most will discover they need a new or updated plan of attack, especially if they want to operate on the cutting edge of technology. Since the goal is to sell finance and insurance—our workshop teaches real world techniques that have been proven to increase products sales and profits significantly. It’s not true that old dogs can’t learn new tricks. Becky has helped literally hundreds of other dealership personnel and she can help you and your finance managers establish the best possible strategies and techniques for offering your products while increasing profits!
Check out the following workshop agenda...
Workshop Bullet Points: |
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| How an F&I department evaluation keeps you in business. |
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| How you can dramatically increase your F&I revenues. |
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| Why inconsistency in F&I product and pricing kills profits. |
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| How to remove pressure tactics from the F&I selling process. |
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| How to dramatically reduce the time customers spend in the F&I office. |
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| The five keys to profitable menu selling. |
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| Why all management personnel should know the menu selling process. |
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| Why F&I departments are under fire and how to avoid legal problems. |
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| How to increase product penetration and product PVR. |
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| How to properly evaluate F&I products, including the limitations. |
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How to use dealer-tested solutions for overcoming objections and closing sales. |
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Why an Internet business site is essential in today’s changing marketplace. |
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| Why an Internet manager must be trained in finance and sales management duties. |
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How an Internet site should be used to generate leads and close sales. |
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Why Internet and finance mangers must work together to close sales and raise profits. |
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Why every manager must study the Internet competition in vehicle and product offerings, pricing, and sales tactics. |
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Why every manager must study edmunds.com, cars.com and eLoan.com |
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| Workshop Agenda: |
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| Closing Tools is a three day- workshop. Its systematic approach enables you to present 100% of your products to 100% of your customers 100% of the time, without increasing your customers’ natural urge to resist your sales efforts. Not getting the results you were promised with menu selling? Find out why your menu selling efforts aren’t getting the job done. Expect an enthusiastic and interactive training session that will keep you completely captivated and on your toes. The course material has been carefully designed to provide you and your managers (at every level of experience) with a host of tools and techniques...ones that can be immediately implemented and effectively utilized. You will leave with ideas and tools to close the sale in abundance. Menu selling at your dealership will never be the same. And that’s a promise!
Sign up today. We look forward to meeting you!
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| Closing Tools Day One |
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| Workshop 9:00 AM – 5:00 PM
Compliance Fundamentals
* Truth In Lending Act
* Regulation B
* Deceptive Trade Practices Act
* Negative Equity Disclosure
* OFAC-Patriot Act
* and a host of other critical compliance issues!
Desking Deals for Menu Sales
*Establishing Price And Payment
*Turn-Over To Finance
The Interview Process
*Qualify the customer for product sales. Deals are made on the golf course not in a board room!
The Credit Interview
*Getting the Loan Approved
The Menu Presentation
*Full Disclosure
*Product Knowledge
*Product Pricing Consistency
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| Closing Tools Day Two |
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| Workshop 9:00 AM – 5:00 PM
Role-Play Activity
*The Interview Process
*The Menu Presentation
Overcoming Objections
*Service Contracts
*Gap
*Theft-Anti Theft Devices
*Credit Life/Disability
*Windshield, Lease Wear & Tear, Tire & Wheel, Maintenance
*Aftermarket Products
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| Closing Tools Day Three |
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| Workshop 9:00 AM – 12:00 PM
Role-Play Activity
*The Interview Process
*The Menu Presentation
*Overcoming Objections
Cash, Lease & Credit Union Conversions
*Ordered Units and Dealer Exchanges
Menu Templates & Software Options
*CCI endorses Pro-Menu -
Please fill out our software submission form and a technical support
person from Pro Menu will be in touch with you within 24 hours to provide you with a complete demonstration and a 15 day free trial period! Ask them about Pro-Track solution! |
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| If you would rather not sign up online using a credit card please click here |
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| Basic F&I: What You Will Learn |
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| Chernek Consulting’s two-day Basic F&I Master Series Workshop has been designed to get any finance manager on track without delay, especially yours! The cost of turnover and inexperience in your finance department can mount to literally thousands of dollars in unearned profit. Higher profits are instantly generated, when your new or current manager rids himself of negative behavior and an ignorance of well-proven selling methods. In two days of learning positive solutions and participating in proactive training exercises, he can return to his job with the necessary communication skills and selling techniques that will instill trust and cooperation in customers and the ability to make compliant product sales. The basic F&I workshop will cover compliance principles, office administration, performance tracking, lease contracts and terminology, the interview process, menu presentation, and overcoming objections. Make the decision right now to get your manager and 2006 started on the right foot. A year of welcome higher profit awaits you.
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| Workshop Agenda: |
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| Basic F&I Day One |
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Basic F&I Workshop 9:00 AM – 5:00 PM
Compliance Fundamentals
*Truth In Lending Act
*Safeguard Ruling- Gramm Leech Bliley Act
*OFAC-Patriotic Act
*Deceptive Trade Practices Act
*Negative Equity
*and a host of other critical compliance issues.
Office Administration
*The Bucket System
*Tracking Sales/Performance-The Motivator Board
*Contract In Transit
* A Save A Deal Meeting
Bank Relations And Credit Approval
*Guidelines For Prime/Sub-Prime Lending
*Reading A Credit Bureau
*Reading A Credit Application
*Structuring The Sale
Finance And Lease Terminology
*Read A Finance Contract (Bring Your Contracts!)
*Read A Lease Contract (Bring Your Contracts!)
*The Benefits Of Leasing Explored
*Figure A Lease By Hand
Product Knowledge
*Service Contracts
*Gap
*Theft-Anti Theft Devices
*Credit Life/Disability
*Windshield, Lease Wear & Tear, Tire & Wheel, Maintenance
*Aftermarket Products |
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| Basic F&I Day Two |
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| Basic F&I Workshop 9:00 AM – 5:00 PM
The Interview Process
*Service Contracts
*Gap
*Theft-Anti Theft Devices
*Credit Life/Disability
*Windshield, Lease Wear & Tear, Tire & Wheel, Maintenance
*Aftermarket Products
The Menu Presentation
*Full Disclosure
*Product Pricing Consistency
*Menu Template-Product Placement
Overcoming Objections
*Service Contracts
*Gap
*Theft-Anti Theft Devices
*Credit Life/Disability
*Windshield, Lease Wear & Tear, Tire & Wheel, Maintenance
*Aftermarket Products
Role-Play Activities
*The Interview Process
*The Menu Presentation
*Overcoming Objections |
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| Bring To Workshop With You
Finance & Lease Contracts
Product Brochures & Product Contracts
Be Prepared...There Will Be Homework Assigned!
The workshop is until 5pm.
Make your travel arrangements for late in the evening or next day.
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| If you would rather not sign up online using a credit card please click here |
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| Desking Deals for Menu Sales: What You Will Learn |
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| Coming Soon. Call 1.877.730.3663 |
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