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1) The Intentional F&I Manager-Part 2
Author:
Rick McCormick
Category:
Business
Practice "Intentional Selling"
In most dealerships, the primary reason the F&I Manager position exists is to sell additional products and generate additional revenue. The selling portion of the F&I presentation is no place for "winging it". We don't need word tracks. What we do need is intentional questions that we ask customers to identify their particular needs. A question such as, "What brought you in to buy a car today" will always give us information that is useful in the selling proces...
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2) The Intentional F&I Manager-Part 1
Author:
Rick McCormick
Category:
Business
Practice "Intentional Selling"
In most dealerships, the primary reason the F&I Manager position exists is to sell additional products and generate additional revenue. The selling portion of the F&I presentation is no place for "winging it". We don't need word tracks. What we do need is intentional questions that we ask customers to identify their particular needs. A question such as, "What brought you in to buy a car today" will always give us information that is useful in the selling proces...
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3) Four Ways to Put Your Customer at Ease
Author:
Rick McCormick
Category:
Business
With all the warnings customers get from 20/20, consumer reports and their local credit union about deceptive sales practices and "hidden profits" dealers make in the F&I department, some days it feels like there is a big yellow warning sign outside the F&I office that reads "Caution: F&I Manager Ahead!" I travel in airplanes all the time. Occasionally, I'll get into a conversation with my seatmate. Invariably, at some point, they all ask the same question,"So, what do you do for a living?"You...
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4) Hitting Home Runs in F&I
Author:
Rick McCormick
Category:
Business
Excelling in F&I means you're skilled in several areas. Being a strong closer may mean more products sold, but having weak needs discovery skills translates into higher charge-backs and low CSI scores. The opposite is just as frustrating. You may be gifted in discovering why a customer needs your products, but without the ability to close the sale, you will perform at below-average standards.
Throughout my career as a training consultant, I've identified four areas where F&I professionals ca...
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