Vision E-Academy

E-Academy Module Overview

View two sample demos here:
#1 Sales Presentation for GAP
#2 Hybrid Menu Method – Sample Presentations

I. Preparing for Superior F&I Performance

  • The Law of Expectation
  • Fear of Failure
  • The Driving Edge
  • Superior Performance in F&I
  • Customer Turnover
  • Sales Ability – Sales Meetings
  • Organizing Sales Meetings
  • Setting Goals
  • 10 Steps to the Top in F&I
 

IV. The F&I Sales Process

  • F&I Selling Systems
  • Transfer of Enthusiasm / F&I Sales Process
  • Five Personality Types
  • Hot Buttons / Objections / Closing
  • Credit Life Insurance
  • Appearance Package Selling

II. F&I Leadership

  • Time Management – Weekly Planner
  • Controlling Financing
  • Why the Dealership is the best place to Finance
  • Retaining Customers
  • Outside Bank Conversions
  • Insurance Companies – Cash Conversions
  • Geometric Growth in F&I
 

V. Protecting the Customers Loan

  • Objections to Insurance
  • Underwriting Requirements & Exclusions
  • Benefits of Insurance
  • Accident & Health Objections
  • Sales Presentations for GAP
  • Objections to GAP
  • Raising CSI with F&I

III. The Best Place to Finance your Automobile

  • Home Equity Loans
  • Sample Conversions
  • Lender Relations
  • Credit Applications
  • What Lenders Look For
  • Credit Scoring
  • Lender Objections
  • Callback Log
  • Laws and Regulations
 

VI. Vehicle Service Contracts and Menu Selling

  • Service Contracts = Win / Win
  • Qualifying the Buyer / Sales Presentations
  • Objections
  • Menu Selling: Strengths / Weaknesses
  • Hybrid Menu Method
  • Utilizing an Electronic Menu
  • Selling other Products / Disclosure
  • The Fallacies of F&I


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