menu sales increasing f&i performance without jeopardizing customer relations

CCI LEARNING CENTERMenu Sales

INCREASING F&I PERFORMANCEWithout Jeopardizing Customer Relations

Presented by:

REBECCA CHERNEKPRESIDENT, CEO

CCI Learning Center

Established in 2001, a Proven Leader in providing Finance & Insurance Training for Automotive, RV,

Marine, PowerSport Dealers Nationwide.

www.ccilearningcenter.com

WHY MENU SELLING

Product Offering Consistency Product Pricing Consistency Increase Performance Significantly Reduce Errors Reduce Customer Sales Resistance Reduce Product Pricing Negotiation Maintain Creditability Even… “Reduce Liability”

INTERVIEW

Meet Customer On “Their Terms” Establish Common Bond Build Rapport Qualify the Sale for Product Closes Review Credit/Pay Back History for Bank

Approval and Advances Maintain Creditability at All Times

Buyers Agreement

Title Information Purchased Unit Trade In (if applicable) Determine Driving Habits- (how long do

they anticipate they will keep the unit?) Maintenance of Unit-Customer Retention Insurance Information Buying Numbers Always “ask” for additional money down!

Customer Statement

Confirm Loan Status Where will the unit be stored? Residence Time and Mortgage/Rent

Payment Employment History Income or Additional Income Paying into Health Benefits at Work Banking Requirements Confirm Disability Coverage

Review Credit Bureau

Determine Privacy-Safeguard Customer Information.

Review any Slow Pay History while Being Careful not to Intimidate the Customer.

Provide Customer With Customer Explanation Form to Explain Slow Pay Back History to Banks in Customer Own Terms.

Established Excellent Pay History Doesn’t Require a Credit Review.

PRODUCT KNOWLEDGE

YOU CAN’T SELL WHAT YOU DON’T KNOW

PRODUCTS YOU MIGHT OFFER

SERVICE CONTRACT WINDSHIELD PROTECTION TIRE & WHEEL GAP KEY REPLACEMEMT CREDIT LIFE/DISABILITY ACCESSORIES CONRACTS PAINT & FABRIC PROTECTION ROAD SIDE ASSISTANCE

PRODUCT PRICING

ARE YOU CHARGING ONE CUSTOMER A HIGHER PRICE THAN

ANOTHER?

PRODUCT OFFERING

BE CONSISTENT… DON’T PICK AND CHOOSE!

100% PRODUCTS TO 100% OF YOUR CUSTOMERS 100% OF THE TIME!

MENU IS NOT A SCROLL

PRESENT CORE PRODUCTS ONLY! KEEP IT SIMPLE! MORE PRODUCTS DO NOT MEAN

MORE MONEY! MORE PRODUCTS REDUCES YOUR CREDITABILITY AND

RAISES CUSTOMER SALES RESISTENCE!

BE MINDFUL OF PRODUCT PLACEMENT

DON’T MIX MATCH PRODUCTS! KEEP CONISTENT DROP OFF IN UNISON!

DISCOUNT WITH CREDITABLITY

USE COUPONS TO JUSTIFY DISCOUNTS!

PREPARING YOUR MENU

PRESENTATION OF MENU

Review Title Information Review Unit Purchased Review Trade In Amount Review Base Payment Review Apr Options Review Terms Review Amount Financed

Customer Information

Unit Information

Trade In

Finance Details

PRESENTATION OF OPTIONS

Keep it Simple Don’t Pitch Products Explain Features & Benefits of Products Do not OVERLOAD Customer with Point of Sale

Material! Use Afterwards! Review Payment Options (2) Preferably B4 Going to Next Option Make Sure Your

Customer is Following You! (test the waters) Give Risk of Deleting Product Provide Payment

Options. Three or Four Options is Optimal

OVERCOMING OBJECTIONS

OVERCOMING OBJECTIONS IS EASY WHEN YOU’VE DONE A COMPLETE AND EFFECTIVE INTERVIEW… “BASED ON

WHAT YOU TOLD ME EARLIER”…. IS KEY TO OBTAINING THE SALE!

Declination Form

TAKE ACTION

Success is the good fortune that comes from aspiration, desperation, perspiration

and inspiration.

WHAT IS YOUR PLAN?

QUESTIONS & ANSWERS

10 MINUTESI AM AVAILABLE AFTER THE

SESSION TODAY!

THANK YOU!

CONTACT BECKY CHERNEK @ 404-276-4026

visit www.ccilearningcenter.com