menu sales increasing f&i performance without jeopardizing customer relations
TRANSCRIPT
CCI LEARNING CENTERMenu Sales
INCREASING F&I PERFORMANCEWithout Jeopardizing Customer Relations
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
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”
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
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!
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
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.
PRODUCT KNOWLEDGE
YOU CAN’T SELL WHAT YOU DON’T KNOW
PRODUCTS YOU MIGHT OFFER
SERVICE CONTRACT WINDSHIELD PROTECTION TIRE & WHEEL GAP KEY REPLACEMEMT CREDIT LIFE/DISABILITY ACCESSORIES CONRACTS PAINT & FABRIC PROTECTION ROAD SIDE ASSISTANCE
PRODUCT PRICING
ARE YOU CHARGING ONE CUSTOMER A HIGHER PRICE THAN
ANOTHER?
PRODUCT OFFERING
BE CONSISTENT… DON’T PICK AND CHOOSE!
100% PRODUCTS TO 100% OF YOUR CUSTOMERS 100% OF THE TIME!
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!
BE MINDFUL OF PRODUCT PLACEMENT
DON’T MIX MATCH PRODUCTS! KEEP CONISTENT DROP OFF IN UNISON!
DISCOUNT WITH CREDITABLITY
USE COUPONS TO JUSTIFY DISCOUNTS!
PREPARING YOUR MENU
PRESENTATION OF MENU
Review Title Information Review Unit Purchased Review Trade In Amount Review Base Payment Review Apr Options Review Terms Review Amount Financed
Customer Information
Unit Information
Trade In
Finance Details
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
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!
Declination Form
TAKE ACTION
Success is the good fortune that comes from aspiration, desperation, perspiration
and inspiration.
WHAT IS YOUR PLAN?
QUESTIONS & ANSWERS
10 MINUTESI AM AVAILABLE AFTER THE
SESSION TODAY!
THANK YOU!
CONTACT BECKY CHERNEK @ 404-276-4026
visit www.ccilearningcenter.com