So, you want to become an F&I Superstar, or achieve Master status? This 5-part series will help keep you focused on the intangibles that will help get you there. A word of caution, these are reserved only for professionals who are proactive in their professional advancement and are serious about accelerating their performance and earnings. You’ve been warned.
1. Make It Easy For Your Customers and Peers To Do Business With You:
Menus don’t sell products; professionals do. That’s why you need to stop wasting time sitting in your office customizing a menu before you’ve even met with the customer. Customers need to see that you’re there to help them with their buying decision.
It is also important that you stop the stair step selling. The products on your menu should be grouped in a fashion where the products are set together to complement one another.
Gap works well with Theft, “the Financial option,”
Paint and Fabric work well with Ding and Dent, “the Appearance option” and
Service Contract, Maintenance and Road Hazard Tire “the Mechanical option”
Most Business Managers don’t set up their Menu this way. They usually have some format of going from most expensive to least expensive. No restaurant, service department or other menu is set up that way. Besides, isn’t the goal to get customers to take interest in the protection options available, not merely to direct their attention to the cheapest option?
3.Become More Valuable
4.Manage Your Time Wisely
5.Continue Training On A Daily, Weekly, Monthly Basis
Reminder, this is a 5-part series. The April edition of UDS RoadMaster will detail #3, Become More Valuable.
UDS Diamond Finish®...
Now available with Diamond Ceramic!
UDS' Diamond Finish environmental protection is all new for 2018!
Exterior Protection now formulated with Nano Diamond Ceramic technology (yes, with real diamond dust and ceramic resin) for unbeatable shine and protection
Interior Protection reformulated to an optional single-spray application for ALL protected surfaces
Application Process is now much more efficient with a simple foam and rinse exterior process - No clay bar required! Add the optional single-spray interior and a vehicle can be fully protected in minutes rather than hours
Coverage is still available for ANY age vehicle regardless of mileage providing a full 7 years of fully insured coverage plus valuable ancillary benefits such as rental car
Objections in the business office occur on nearly every deal that comes across your desk. Most are centered around price or affordability. With the 1st quarter of 2018 already in the books, it may be time to take a look at how you have progressed so far this year. Are you on track to hit your personal and professional goals? If not, it may also be time to invest a few minutes in honing your skills when faced with these popular objections.
Below you will find three short videos that will detail how to overcome the Price Objection, the Affordability Objection plus how to properly transition into your objection response with empathy.
Mark your calendars! Our next award-winning F&I Certification program will be held at UDS' Training Center the week of: May 7-11, 2018
This session is designed to create the next generation of qualified F&I professionals. Perhaps you have a current manager that has never been through a formal F&I School, or you are in need of a qualified backup – this is the school for them!
For over 35 years, UDS has been a market leader in F&I Training, and has been voted top F&I Training Provider in the nation for the past 13 years.