LEASING 101: FUNDAMENTALS OF LEASING

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Course Objective

This workshop is designed to expand participants’ knowledge of automotive leasing. By exploring the background of leasing, leasing terminology, and the benefits of leasing to both the customer and the dealership, participants will become more comfortable presenting leases to their customers. Students also learn tools and techniques for addressing and overcoming customers’ leasing concerns.

Duration

1/2 Day


Cost

Facilitator led (See Pricing Page)
Facilitator led virtual: $198 / 1/2 day

Target Audience

Salespeople, Sales Managers, General Sales Managers, Finance Managers

Duration

1/2 Day

Cost

Facilitator led (See Pricing Page)
Facilitator led virtual: $198 / 1/2 day

Target Audience

Salespeople, Sales Managers, General Sales Managers, Finance Managers

Topics Covered

Background of Leasing

Leasing Terminology

Residual Value and Lease Payments

Benefits of a Lease

  • To the Salesperson / Dealership
  • To the Customer

Excess Wear and Tear vs. Normal

Lease Presentation

Addressing Leasing Concerns and Objections

  • High Mileage Driver
  • Excess Wear & Tear charges
  • Higher Insurance Costs
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