Own the deal

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Course Objective

This course improves both front-end gross and back-end profit by providing a better understanding of what it takes to close a deal, as well as various ways to be proactive in the dealership, such as structuring deals with the Sales Department. Attendees will return to the dealership with knowledge and confidence needed to own the deal.

Duration

2 Days


Cost

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

Target Audience

F&I Managers, F&I Directors, and Sales Managers


Duration

2 Days

Cost

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

Target Audience

F&I Managers, F&I Directors, and Sales Managers

Topics Covered

What is a Deal Maker

  • Definition
  • Qualities
  • Benefits

Being Proactive in the Sales Process

  • Proactive vs. Reactive
  • Circle of Concern vs. Circle of Influence
  • Areas of Control
  • Steps to Being More Proactive

Building Relationships with the Sales Department

  • Understanding the Sales Manager’s Role
  • Salespeople’s Fears
  • Communicating with the Sales Staff
  • Interpersonal Skills
  • Getting Involved in the Sales Process
  • How to Conduct an Effective Sales Meeting

Working with Your Lenders

  • Lender Relationships
  • Lender Criteria
  • Structuring the Deal for Lender Approval

Reworking a Deal

  • Needs Analysis
  • Agreement or Alternatives
  • Trial Close then Close
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