Archive for the ‘F&I Sales’ Category
Friday, May 20th, 2011
Automotive commission employees…have you ever had your pay plan changed? If you’ve faced a drop in your commission % or other changes designed to shrink your paycheque, you probably found it demotivating, to say the least. Here’s an article with some insight from a dealer’s perspective. In the end, I think we can all agree that this is a great way to lose a good employee.
Oops…The original article we linked to here is no longer available. Once we locate the new URL for it, we will reference it. In the meantime, here’s another great article written about the same topic, from a seasoned F&I Manager’s perspective. To read the article, click here.
Tags: automotive, changing pay plan, commission
Posted in F&I Sales, Sales | No Comments »
Monday, April 25th, 2011
Let’s put your career into perspective.
Take the # of vehicles your dealership sells each month, on average (for the purpose of this exercise, we’ll use 50 but to determine your own responsibility formula, use an accurate # that’s applicable to your store).
Now take the average price of the vehicles you sell each month. For a new car franchise store, the average vehicle price is approx. $32,000-ish. (more…)
Tags: average, calculate, customer, dealership, F&I manager, financial responsibility, formula, vehicles
Posted in F&I Sales | No Comments »
Friday, March 18th, 2011
For those of you looking for strong evidence to support anti-theft sales, this list produced by the Insurance Bureau of Canada will prove powerful statistics, noting vehicles as far back as the 1997 Acura Integra, to a more recent model 2006 Acura RSX Type S, two of the Top 10 Most Stolen Cars – 2010. Other vehicles on this list range from the Honda Civic SiR, to the Cadillac Escalade, to the Audio S4 Quattro, to the Hummer H2.
Tags: Acura Integra, Acura RSX Type S, anti-theft, Audio S4 Quattro, Cadillac Escalade, Honda Civic SiR, Hummer H2, Insurance Bureau of Canada, most stolen cars, powerful statistics, vehicles
Posted in F&I Sales, News | No Comments »
Friday, February 25th, 2011
There is one reason why people purchase anything. It’s because the product or service purchased solves a problem, want, need or desire that the purchaser has. It sounds pretty simple. And it is. It becomes complicated when we forget this basic principal and start spewing features and benefits to our potential clients and customers without first identifying the problem they want to solve, or the want, need or desire they want to (more…)
Tags: customers, desire, features and benefits, need, novice, potential clients, problem, Sales, sales career, salesperson, seasoned, solution, want
Posted in F&I Sales, Sales | No Comments »
Wednesday, January 5th, 2011
Defuse the objection with empathy. Let the customer know that you understand how they feel, that you don’t like to be pressured when making buying decisions either. Inform your customer that since these products can only be purchased at-time-of-sale, they can take as much time as they like now to make a decision. (more…)
Tags: buying decisions, F&I and Showroom, F&I manager, financing, Insider Tip of the Week, let me think about it, Luis Garcia, objection, overcome, Safe-Guard, vehicle, Weekly Wednesday Webinars
Posted in F&I Sales | No Comments »
Wednesday, January 5th, 2011
Click on each program for full details… (more…)
Tags: 2011 schedule, F&I Manager Training & Certification Program, F&I Managers, GST/HST, HST, sales principals, sharpen your selling skills, systems and processes, tax regulations, taxation rulings, Training and Certification Program, webinars
Posted in F&I - Organized, F&I Ethics & Practices, F&I Sales, F&I Tools, Finance & Leasing | Comments Off
Wednesday, December 8th, 2010
Imagine that you have “A” and “B” league athletic teams. For your “A” team, you are looking for the best players and for the “B” league, anybody who wants to play is accepted on the team.
Consider the F&I Manager at your auto or RV dealership as one of the key positions on an athletic team. What qualities would you look for in the F&I Manager as an “A” player?
From my experience and observation, these are the attributes of an “A” player F&I Manager: (more…)
Tags: "A" team, attributes, auto, F&I manager, RV dealership
Posted in F&I Ethics & Practices, F&I Sales, Inspiration | No Comments »
Friday, December 3rd, 2010
The salesperson has spent a considerable amount of time with their customer to select the exact car they will be driving for years to come and a trust has developed between them. The salesperson’s turnover of a customer to the Business Manager/Financial Services Manager creates a transfer of that trust. It’s brief and simply affirms to the customer that they will be in good hands, the business manager will let them know about some choices they are eligible to consider like peace of mind (more…)
Tags: Business Manager, customer, financial services manager, salespeople, salesperson, transfer customer's trust, turnover
Posted in F&I Sales | No Comments »
Sunday, November 21st, 2010
Products offered in the business office at an automotive and RV dealership have tremendous value to customers and it’s important that your salespeople fully appreciate this too. Fair enough, they are focused on selling the vehicle which usually leaves little interest, if any, towards the success of business office product sales. The result is a breakdown in the relationship between the salesperson and the business manager. A few things that will help remedy that: (more…)
Tags: automotive, building rapport, business office, business office products, client presentation binder, communicate, dealership, evidence binder, important, internal customers, presentation, referrals, repeat business, rv, Sales, sales meetings, salespeople, selling, spiff program, testimonials from customers
Posted in F&I Sales | No Comments »
