Sections
1. Introduction
2. Small Things Make Big Results
3. Presenting The 4 A's Of Management
4. The 3 Types Of Sales Situations
5. The New ABC's Of Selling
6. How You Should Approach Every F&I Deal
7. The #1 Mentality To Get Results In F&I
8. Plan, Prepare, Perform
9. The Consequences Of Being Unprepared
10. Expectations Vs. Reality In F&I
11. The Proper Way To Welcome And Congratulate Customers
12. Presenting The Option Disclosure Progression
13. The Importance Of A Strong F&I Introduction
14. How To Understand The Customer's Needs
15. How To Present The Trade Appraisal In F&I
16. Have The Customer Do This To Prepare For F&I Menu Presentation
17. The 3 V's Of Communication
18. Pre-Check List For F&I Menu Presentation (Do These First)
19. The Keys To F&I Menu Presentation Success
20. Presenting Dual Payments For Easier Customer Choices
21. Going Over "Option Disclosure Structures"
22. Going Over The "Lease Menu"
23. Why Customers Hesitate And How To Sell More F&I To Them
24. Effective Strategies For Handling Customer Objections
25. Transition Statements: How To Guide The Customer During F&I Menu Presentation
26. Objection Handling Techniques
27. The 4 Stages Of Addressing Concerns
28. Bonus Tips
29. F&I Closes Using Common Items
30. The Most Common Customer Concerns (And How To Handle Them)
31. Q&A
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