John vecchioni
This presentation is the property of its rightful owner.
Sponsored Links
1 / 24

John Vecchioni PowerPoint PPT Presentation


  • 76 Views
  • Uploaded on
  • Presentation posted in: General

John Vecchioni. Director of F&I Development National Trainer. United Car Care. Fixing the Desk At Your Dealership. What are the most common problems?. Lost Sales Opportunity Lost Revenue Confusion Credibility of sales people perceived by customer Anger & Frustration

Download Presentation

John Vecchioni

An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -

Presentation Transcript


John vecchioni

John Vecchioni

Director of F&I Development

National Trainer

United Car Care


Fixing the desk at your dealership

Fixing the DeskAt Your Dealership


What are the most common problems

What are the most common problems?

  • Lost Sales Opportunity

  • Lost Revenue

  • Confusion

  • Credibility of sales people perceived by customer

  • Anger & Frustration

  • All of these are related to the Consumer.


How do we know these problems exist

How do we know these problems exist?

  • “Beat the Car Salesman” / car buyers school

  • www.beatthecarsalesman.com/school/step5-10.html


The four square

The “Four Square”

  • Click to add text


Negotiating the four square

Negotiating the four square

  • http://www.zimbio.com/Car+Negotiating/articles/2/Car+Negotiating+Four+Square+Dealerships+Use


Four square scams

Four Square “scams”

  • Article Top 10 Car buying scams link

    • States as #5: “The Four-Square Car Scam” (from autobytel.com)

  • …”dealers use …a “four-square” diagram to illustrate the price of the new car, the value of the trade-in vehicle, the monthly payment for the new car loan, and the down payment required to reach that monthly payment. All of these numbers are negotiable, and the dealer uses this car buying scam to first determine what kind of car buyer you are, and then to tailor the deal accordingly.”

  • “In this shell game, the four-square diagram becomes a jumbled mess of numbers during the course of negotiations until your particular concern – whether that is the monthly payment, the trade-in value, the price of the new car, or the down payment – meets your requirements….”

  • “If you have not educated yourself about the…four-square approach in advance, you are going to get very confused and the dealership is going to vacuum extra money from your wallet….”


Attorney general complaints from yahoo search

Attorney General complaints fromYahoo! search


Strategies that lead to confusion

Strategies that lead to confusion

  • If your negotiating strategies are not understood by your sales people…

  • …then, they will not be understood by your customer.


Accountability from the desk

Accountability from the desk

  • Many Sales Managers rely on the Salesperson to convey information from the desk to the customer.

  • How will you know:

    • What the customer is being told?

    • If the purchasing structures are being explained properly?

  • It’s more professional for the Manager who works the desk to tell the customer directly.


No sale

No Sale!

  • This process of making the salesperson the middle man angers & frustrates customers.


How can you fix the desk

How can you FIX the desk?

  • Hold training so your entire sales environment understands how & why the Sales Manager wants a sales opportunity closed.


If you still use four square

If you still use four-square

  • Make sure all the traditional questions that can be raised by the customer can be answered logically.


A one price system

A one price system

  • Make sure all the traditional questions that can be raised by the customer can be answered logically.


Don t make unachievable promises

Don’t make unachievable promises

  • Or make statements that are unattainable.

  • Interest rates, terms, payments and trade values should be verifiable and explained.

  • Don’t try to score the “seven pounder.”


What is the best way

What is the best way?

  • Have a universally understood process.

  • Be transparent with the details.

  • Listen to what the customer wants to achieve.

  • Ask questions.

  • Make sure you don’t have to back track to defend pricing, etc.


Use the tools around the business

Use the tools around the business

  • The Finance Department has the capacity to help.

  • The Finance Manager can build credible and valuable interest in:

    • rate, payment/term & ancillary products.

  • Having the customer think they are getting a rate or term which is not available to them is NOT a closed sale!


The desk the finance office

The Desk + the Finance Office

  • Have to work in conjunction with each other!

  • This ensures more deliveries

  • And less resistance with the customer.


How is that done

How is that done???

  • Share information

  • Communicate the facts

  • Review the outcome

  • Stay consistent with the process

  • Support each other as a managing entity of the dealership.


Review

Review

  • What is the best way to not only fix the desk but make sure it doesn’t break?

  • Work in a partnership with Sales Managers and F&I Managers to ensure sales are closed and customers are completely satisfied.


Friend the fni coach

Friend the Fni Coach

  • Watch short video tips with information on all aspects of the F&I profession.

  • Great way to stay sharp.

  • Network with others in the business.

  • No cost!

    www.facebook.com/fnicoach


Want more in depth training is available

Want more? In depth training is available

www.fnicoach.com


Thank you

Thank you!

  • Thank you for attending.

  • Stop by Booth 420 to spin the prize wheel!


  • Login