08/02/2019 10:00 am |
The Most Common Customer Objection
It's the easiest objection to roll off a customer's tongue: “I can’t afford a service contract.” If a customer drops this line, consider it a clear path to a VSC sale.
If it sounds simple, that’s because it is. Getting a customer who claims they can’t afford a VSC to understand it’s value involves just a slight tweak to their statement to clearly illustrate just how important protection from out-of-pocket repair costs can be.
07/19/2019 10:00 am |
Closing With Monthly Budgets
How many times have you sat across from a customer in the F&I office whose repeated answer of “No” to your service contract offer seems impossible to overcome? It’s never easy to break through, unless you have a common thread you know your customers will comprehend – their monthly budgets.
07/05/2019 10:00 am |
It’s Time To Make Time For Training
With everything you handle on a given day, it’s easy to dismiss training for you and your staff. You understand the value, but always find a reason to put it off. But that can end today.
06/21/2019 10:00 am |
Gaining Customer Trust In The F&I Office
Perhaps the most difficult obstacle to overcome in the F&I office is getting your customers to trust that the products you’re offering will be worth the added cost. Establishing that trust is the first step in building the foundation for long-term F&I success.
06/07/2019 10:00 am |
Non-Compliance: Time and Money You Don’t Want To Spend
New regulations for car dealers can be a moving target – but one you can’t afford to miss. Fines and penalties for being non-compliant can be crippling to even the best businesses, which is why car dealers today need to stay on top of regulatory changes in the market.
05/24/2019 10:00 am |
Online Lead Nurture. Bottom Line Benefit.
In today’s car business, most of your business is coming your way via online forms and websites. Your next steps immediately following these leads are essential to turning that lead into an actual sale.
05/10/2019 10:00 am |
Put That Lobby Monitor To Work
Something as simple as a monitor in your showroom can go a long way toward helping how your business performs in the F&I office. Having videos on a loop that help customers get on board with the idea of a service contract is a great way to make your F&I job a little bit easier.
04/26/2019 10:00 am |
Reviewing The Importance Of Reviews
As a used car dealer, your reputation is everything. When the town gets to talking, your future business is on the line. With internet reviews being relied upon heavier than ever before, every transaction is an opportunity to showcase how great your business is.
04/12/2019 10:00 am |
Big Auction Wins From Outside-The-Box Ideas
The used car industry is more competitive than ever before. Everywhere you turn you and your competition are going head to head on the vehicles customers in your area want. Overcoming this obstacle is all about standing out from the crowd.
03/29/2019 10:00 am |
Make It A Big Year With A Menu
Selling more service contracts and selling higher quality F&I products all starts with how you present them to customers. If you do it right and do it often, you stand to make big time gains in the F&I office.