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CCI LEARNING CENTER. Menu Sales INCREASING F&I PERFORMANCE Without Jeopardizing Customer Relations. Presented by:. REBECCA CHERNEK PRESIDENT , CEO CCI Learning Center - PowerPoint PPT PresentationTRANSCRIPT
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CCI LEARNING CENTERMenu Sales
INCREASING F&I PERFORMANCEWithout Jeopardizing Customer Relations
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Presented by:
REBECCA CHERNEKPRESIDENT, CEO
CCI Learning Center Established in 2001, a Proven Leader in providing
Finance & Insurance Training for Automotive, RV, Marine, PowerSport Dealers Nationwide.
www.ccilearningcenter.com
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WHY MENU SELLING Product Offering Consistency Product Pricing Consistency Increase Performance Significantly Reduce Errors Reduce Customer Sales Resistance Reduce Product Pricing Negotiation Maintain Creditability Even… “Reduce Liability”
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INTERVIEW Meet Customer On “Their Terms” Establish Common Bond Build Rapport Qualify the Sale for Product Closes Review Credit/Pay Back History for Bank
Approval and Advances Maintain Creditability at All Times
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Buyers Agreement Title Information Purchased Unit Trade In (if applicable) Determine Driving Habits- (how long do
they anticipate they will keep the unit?) Maintenance of Unit-Customer Retention Insurance Information Buying Numbers Always “ask” for additional money down!
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Customer Statement Confirm Loan Status Where will the unit be stored? Residence Time and Mortgage/Rent
Payment Employment History Income or Additional Income Paying into Health Benefits at Work Banking Requirements Confirm Disability Coverage
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Review Credit Bureau Determine Privacy-Safeguard Customer
Information. Review any Slow Pay History while Being
Careful not to Intimidate the Customer. Provide Customer With Customer
Explanation Form to Explain Slow Pay Back History to Banks in Customer Own Terms.
Established Excellent Pay History Doesn’t Require a Credit Review.
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PRODUCT KNOWLEDGE
YOU CAN’T SELL WHAT YOU DON’T KNOW
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PRODUCTS YOU MIGHT OFFER SERVICE CONTRACT WINDSHIELD PROTECTION TIRE & WHEEL GAP KEY REPLACEMEMT CREDIT LIFE/DISABILITY ACCESSORIES CONRACTS PAINT & FABRIC PROTECTION ROAD SIDE ASSISTANCE
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PRODUCT PRICING
ARE YOU CHARGING ONE CUSTOMER A HIGHER PRICE THAN
ANOTHER?
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PRODUCT OFFERING
BE CONSISTENT… DON’T PICK AND CHOOSE!
100% PRODUCTS TO 100% OF YOUR CUSTOMERS 100% OF THE TIME!
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MENU IS NOT A SCROLL
PRESENT CORE PRODUCTS ONLY! KEEP IT SIMPLE! MORE PRODUCTS DO NOT MEAN
MORE MONEY! MORE PRODUCTS REDUCES YOUR CREDITABILITY AND
RAISES CUSTOMER SALES RESISTENCE!
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BE MINDFUL OF PRODUCT PLACEMENT
DON’T MIX MATCH PRODUCTS! KEEP CONISTENT DROP OFF IN UNISON!
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DISCOUNT WITH CREDITABLITY
USE COUPONS TO JUSTIFY DISCOUNTS!
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PREPARING YOUR MENU
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PRESENTATION OF MENU
Review Title Information Review Unit Purchased Review Trade In Amount Review Base Payment Review Apr Options Review Terms Review Amount Financed
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Customer Information
Unit Information
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Trade In
Finance Details
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PRESENTATION OF OPTIONS
Keep it Simple Don’t Pitch Products Explain Features & Benefits of Products Do not OVERLOAD Customer with Point of Sale
Material! Use Afterwards! Review Payment Options (2) Preferably B4 Going to Next Option Make Sure Your
Customer is Following You! (test the waters) Give Risk of Deleting Product Provide Payment
Options. Three or Four Options is Optimal
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OVERCOMING OBJECTIONS
OVERCOMING OBJECTIONS IS EASY WHEN YOU’VE DONE A COMPLETE AND EFFECTIVE INTERVIEW… “BASED ON
WHAT YOU TOLD ME EARLIER”…. IS KEY TO OBTAINING THE SALE!
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Declination Form
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TAKE ACTION
Success is the good fortune that comes from aspiration, desperation, perspiration
and inspiration.
WHAT IS YOUR PLAN?
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QUESTIONS & ANSWERS
10 MINUTES
I AM AVAILABLE AFTER THE SESSION TODAY!
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THANK YOU!
CONTACT BECKY CHERNEK @ 404-276-4026
visit www.ccilearningcenter.com