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CCI LEARNING CENTER

CCI LEARNING CENTER. Menu Sales INCREASING F&I PERFORMANCE Without Jeopardizing Customer Relations. Presented by:. REBECCA CHERNEK PRESIDENT , CEO CCI Learning Center

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CCI LEARNING CENTER

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  1. CCI LEARNING CENTER Menu Sales INCREASING F&I PERFORMANCE Without Jeopardizing Customer Relations

  2. Presented by: REBECCA CHERNEK PRESIDENT, 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

  3. 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”

  4. 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

  5. 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!

  6. 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

  7. 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.

  8. PRODUCT KNOWLEDGE YOU CAN’T SELL WHAT YOU DON’T KNOW

  9. PRODUCTS YOU MIGHT OFFER • SERVICE CONTRACT • WINDSHIELD PROTECTION • TIRE & WHEEL • GAP • KEY REPLACEMEMT • CREDIT LIFE/DISABILITY • ACCESSORIES CONRACTS • PAINT & FABRIC PROTECTION • ROAD SIDE ASSISTANCE

  10. PRODUCT PRICING ARE YOU CHARGING ONE CUSTOMER A HIGHER PRICE THAN ANOTHER?

  11. PRODUCT OFFERING BE CONSISTENT… DON’T PICK AND CHOOSE! 100% PRODUCTS TO 100% OF YOUR CUSTOMERS 100% OF THE TIME!

  12. 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!

  13. BE MINDFUL OF PRODUCT PLACEMENT DON’T MIX MATCH PRODUCTS! KEEP CONISTENT DROP OFF IN UNISON!

  14. DISCOUNT WITH CREDITABLITY USE COUPONS TO JUSTIFY DISCOUNTS!

  15. PREPARING YOUR MENU

  16. PRESENTATION OF MENU • Review Title Information • Review Unit Purchased • Review Trade In Amount • Review Base Payment • Review Apr Options • Review Terms • Review Amount Financed

  17. Customer Information Unit Information

  18. Trade In Finance Details

  19. 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

  20. 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!

  21. Declination Form

  22. TAKE ACTION Success is the good fortune that comes from aspiration, desperation, perspiration and inspiration. WHAT IS YOUR PLAN?

  23. QUESTIONS & ANSWERS 10 MINUTES I AM AVAILABLE AFTER THE SESSION TODAY!

  24. THANK YOU! CONTACT BECKY CHERNEK @ 404-276-4026 visit www.ccilearningcenter.com

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