For more great content like this or to learn more about our Automotive Training Programs please visit: http://wyemanagement.com/
Automotive and Business Office Sales Training:
Hello, Chris Schulthies here for Wye Management. Whether it be step selling, menu selling, staggered selling or a variety of permutations, the best F&I sales process continues to be discussed and debated nationwide.The auto industry continues to look for the magic bullet with respect to a successful F&I sales process that delivers customer satisfaction and desired product penetration and profitability.
Some sales processes even become trendy, touted as the next big thing. However, the secret to success in the business office is not the sales process. All of the various F&I sales processes whether step, menu, staggered or others have produced outstanding, good, mediocre and poor results.
Some business managers flourish with one type of F&I sales process while others even working in the same dealership fail. When business managers struggle and departments under perform, it is usually not a matter of the chosen sales process. Rather, it's simply the fact that the business manager does not have a concise, documented, rehearsed, enthusiastic and effective product presentation for each of the business office product presentations. Presentations that develop need and ones that also deliver the correct product knowledge even if technical. The Zoom professional business managers program does not focus on a trendy F&I sales process.
Instead, it focuses on the presentation of each business office product. Customers generally do not want to buy F&I products unless they feel there was a need and a benefit. The Zoom program assists business managers to, one, establish a true need for F&I products, two professionally, confidently and enthusiastically present F&I products, three, overcome common and challenging customer objections and four, convert cash and line of credit customers to dealership financing with entirely new approaches. The Zoom professional business managers program introduces various sales processes.
However, it does so only to encourage business managers to choose the one that fits their personality, style and dealership demographic. In other words, with the focus of the program being product presentations and not sales process. It allows business managers to insert their product presentations into any prevalent and desired sales process. The program is a pure product presentation and closing program. Less on trendy sales processes in theory, more on practical skills building and preparation for highly researched and challenging consumers.
Program content includes, the job description, priorities and performance standards of the dealership business manager, setting up the business office for selling success and marketing the business office throughout the dealership, relevant product knowledge, facts and statistics that establish the consumer need for dealer plan financing, creditor insurances, extended warranties and vehicle protection packages, discussion and probing questions that uncover the consumer need for business office products.
Visual tools that introduced business office products and presentation perfect which represents a concise, modern, intelligent and effective presentations for dealer plan financing, creditor insurance, extended warranties and vehicle protection packages. Closing perfect, closing concepts and rebuttals for overcoming the most common and difficult customer objections to business office products.
The Zoom professional business managers program employs lecture, group discussion, written quizzes and extensive participant role play.
The Zoom professional business managers program is facilitated by an automotive training and consulting firm, not a product supplier. Since 1991, Why Management has trained business managers from coast to coast in Canada and the US. Why Management has also created and facilitated national OEM training programs in the disciplines of F&I, sales, sales management and pre-owned vehicle management for these outstanding manufacturers and more.
Why management trainers possess retail dealership experience in major metropolitan markets and have held the positions of salesperson, business manager, sales manager and general manager. All have trained from coast to coast in both Canada and the United States. Your dealership business office can represent up to 50% or more of your total variable gross profit. Invest in this office and in your greatest dealership assets, your people. Give them the training and tools to succeed and stay. Remember, training is an investment, not an expense. We look forward to meeting your business manager.
For more great content like this or to learn more about our Automotive Training Programs please visit: http://wyemanagement.com/ or call 1.888.993.6468 and discover how an automotive training solution could work for your dealership.
