advanced Finance & Insurance sales

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Course Objective

The Advanced Closing course builds on the skills learned during the F/I Sales training program. This course emphasizes the tools and skills necessary for experienced F&I Managers to maximize profitability in the dealership and enhance customer loyalty.

Duration

2 Days


Cost

Facilitator led (See Pricing Page)
Facilitator led virtual: $398 / day

Target Audience

Finance & Insurance Managers with at least 1 year of experience who have already attended the F&I Sales Training Program

Duration

2 Days

Cost

Facilitator led (See Pricing Page)
Facilitator led virtual: $398 / day

Target Audience

Finance & Insurance Managers with at least 1 year of experience who have already attended the F&I Sales Training Program

Topics Covered

The Interview

  • Effective Questioning
    • Broad Questions
    • Specific Questions
    • Narrow Questions
  • Steps to the Interview

Retail Presentation

  • Dealing with Rate Concerns
  • Today’s Customer
  • The 100% Concept
  • Menu/The Customer Advantage Plan (CAP)

Advanced Closing Process

  • Statements, Questions and Objections
  • Facing Resistance
  • The Custom Option
  • Additional Up-Sells
  • Customize a Close

Psychology of Selling

  • Steps to a Sale
  • Closing Questions
    • Direct Closing
    • Option Closing
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