• Business Managers can no longer “wing it” and achieve high levels of success. Sales is not just a product business; rather, it is more a people and relationships business.
• We teach Business Managers to adopt a structured approach to their decision-making process, as it produces more consistent high results. Failure to have a structured approach exposes the Business Manager to the danger of prejudging the client and not giving every client the  opportunity to say “YES” to the F&I products and services offered.
• SALESPEOPLE ARE NOT BORN, THEY ARE DEVELOPED

• Identifying and understanding the underlying general motivators that direct buyer behaviour.
• Examining client’s fears and perceptions and how they affect the client’s behaviour

• We teach Business Managers how to establish a good connection with a client and build rapport quickly.

• Our mission is to assist Business Managers in enhancing their professional image and expertise, as well as instructing them on how to successfully gain the trust of their clients. Additionally, we provide guidance on how Business Managers should act and present themselves  professionally and maintain a professional appearance and environment.

• Our focus is teaching Business Managers how to become more successful by assuming a leadership role, prioritizing the client's needs.

  We also teach Business Managers how to guide clients towards their goals and focusing on helping the client rather than selling to them. Furthermore, it is important to facilitate the client's decision-making without manipulating them. While price may be the starting point, it is essential to help clients discover which products and services meet their needs to achieve mental ownership.

• We help Business Managers identify essential information they should know about the buyer before the client commits to purchase a new/replacement vehicle.

  We examine the perceived RISKS that the Business Managers need to overcome so a prospect can say YES to the F&I products and services offered.

• We help Business Mangers gain a deeper understanding of the Buyers Plan and the Sellers Plan.

• Setting expectations and understanding the core of leadership and direction from the Business Manager.

• Getting involved earlier in the process.

• Serving “Fully Protected Monthly Investments.”

• Communicating the Salesperson’s responsibility to the F&I Department. Overcoming problems with effective turnovers.

• Examining the rules and techniques for effective turnovers

• We help Business Managers identify challenges that can occur when the Sales Consultant is turning the customer over to the Business Manager. We also provide  solutions for effective turnovers and smooth transitions for both departments.

  We coach the F&I Department in best practices, effective communication skills, team skills, top-tier strategies and tactics, proven methodologies, goal setting, and responsibilities.

• Identifying KPI’s and tracking progress

• Setting performance goals

• Identifying the breakdown of the steps to effective sales processes in the business office. 

• Discussing variation of process

• Transitioning to the Business Manager Interview building rapport before the interview

• The Business Manager Interview – interview using the client statement

We teach Business Managers the following:

How to best Present the “Fully Protected Payment”

How to link the Business Manager’s Presentation to the Interview in order to match the client’s needs to your products

How to Build and use their “evidence manual

• Taking the leadership role and helping the client to say “yes”

• Identifying objections

• The Objection Handling Cycle

• Resolving Objections

• Rate Objections

• Closing on Objections

• Understanding the psychology of using the Waiver of Protection Form

• Protecting the customer and the dealership

• Designing training meetings for sales staff in order to get better buy-in and better results in the Business Office on topics including the value and function of the F&I Department

• Pre-conditioning the client to the F&I products

• The professional turnover to the F&I Department 100% of the time. Best practice scripting

• Timing and information shared

• Cash Buyers – Why would we turn over?

• Great course!
• Liked all about it
• I like that we are all involved and able to give feedback and input on what we need help with
• Very useful and looking forward to the next.
• Two way communication was excellent 
• Improving my sales skills and bring me to another level
• The way it motivates and change my objection handling
• Role Play sessions
• The way it motivates and improves
• How to present our service products to the customer
• I was nervous to suggest our major services but not any more!
• What would a strong testimonial from you say?
• Helpful to me
• Great course / great instructors
• I wish I had this knowledge years ago!
• Take the course and apply it!