Sales and F&I
Modern Transparent Sales Process
No one enjoys haggling over the price of a car. Today's customers want it all up front, and the best dealerships give it to them. This course shows your team how to use complete transparency to win buyers over instead of driving them away.
Who it's for
- Salespeople
- Sales managers
- F&I managers
Format
In-house coaching with Ted Ings
Update your transactions with honesty and clarity
Negotiating, and sometimes arguing, over price is a thing of the past. Giving customers all the details up front, price and fees included, saves everyone time and money. It raises customer satisfaction, and it feels better to sell that way.
Concise coaching you use on the floor
Ted Ings coaches your team in house. The course gets them up to speed fast with concise information they apply on the sales floor right away, so they can get back to selling cars. Engagement is a priority in every class.
Support before, during and after
CPI is with you before, during and after the training. The help doesn't end when the course does. A continual, metric-driven sustainment process follows.
A sample from the curriculum
Give the Customer an F&I Roadmap
Imagine walking through your dealership blindfolded. You don't know what to expect or what's around the next corner. That's how a customer feels the first time they sit down in the F&I office.
Set out the plan for their visit. Explain the demonstrations you'll give so the customer knows what's about to happen.
Walk through the purchase order
Run through the sales agreement with the customer: their personal information, the vehicle information and the pricing. It shows you care and you're committed to accuracy before you move ahead.
Clarify the customer's wants and needs
It's a fact-finding mission. Build on what the salesperson learned, explore the ownership experience, and use open-ended questions about how the vehicle will be used so you know which products fit.
Present options
This is your product presentation, your F&I walk-around. Show the financial services and products suited to this customer and build value in each one.
Reach an agreement
There's more to it than asking for the sale. Repeat back the products and services agreed on to confirm you listened, and build the buyer's confidence.
Transition to delivery
Thank the customer for their business. Explain the next steps and what to expect as you hand them back to their sales consultant.
Metric-driven sustainment
The training doesn't end when the class does. CPI keeps working with your team after training, with regular follow-up, so the skills stick.
Full 100% guarantee
CPI stands behind every facilitated program with a full 100% guarantee. Ask us for the details.
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Modern Transparent Sales Process
Bring this program to your team.
Tell us about your store and your people, and Ted Ings, our Executive Director, will get back to you.
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