Automotive Assurance Group is proud to announce our newest continuing education and training offering for our dealers. We have teamed up with Allstate Dealer Services to offer a Finance Integration Workshop to be conveniently held in your dealership at a date and time window of your choosing!
Topics to be covered include:
AN INTRODUCTION TO SALES RESISTANCE & CORE ADS CONCEPTS
Class opens by setting a few expectations and guidelines. We then start by exploring the problem of increasing customer resistance, common customer complaints and what we in our industry do that contributes to them. We will discuss the Sales-F&I relationship and how the coordination of front and back-end process, or the lack of it, impacts overall deal flow, profitability and the customer experience. We will examine how we can alter our F&I approach with the customer and how Sales and F&I can work together to help lower or even eliminate, much of that resistance. We will review the 10 Principles for Peak Performance, designed to help lower the resistance we deal with every day and set goals for the class, as well as other core ADS philosophies that drive our process.
ADS SALES-FINANCE PROCESS: THE DEAL REVIEW
We will discuss the importance of obtaining the right information quickly, proper questioning techniques, how to conduct a proper information review and, as needed, a derogatory credit review.
ADS SALES - FINANCE PROCESS: WARRANTY REVIEW
Here, we discuss how to use a proper warranty disclosure to create a sense of trust and partnership in your interaction with the customer. At the same time, we will subtly set-up the need for and build value in our F&I products without the customer even realizing it.
ADS SALES - FINANCE PROCESS: MENU-BASED PRODUCT PRESENTATION
We discuss the advantages of menu-based selling and how the ADS F&I Sales Process utilizes presentation techniques designed to tie product features and benefits back to the warranty review, build value and make more sales! We will role-play proper menu presentation techniques in class, as time or need allows.
CLASS WRAP-UP
We will review all that we’ve covered, tie up any loose ends and answer any remaining questions. If this Sales-Finance Workshop is being facilitated in conjunction with one of our Consultative F&I Seminars, we will discuss how dealership management can help ensure that both sides of the sales team are working in harmony to achieve the greatest profits for all.
For more details and to schedule your in-dealership workshop contact AAG today!
