Even with a tried-and-true sales process, it's inevitable that you'll still get customers who turn down a vehicle service contract in the finance office. Experienced F&I managers know how to address a buyer's decision, get to the root of their objection, and offer a solution. Their secret? Be prepared before the conversation even starts. We've compiled the four most common customer objections and the best way to respond to each to help you win the sale.
Are you ready to talk about the 5 costs of vehicle ownership? Be prepared to educate your customers during the buying process so they're aware of what the cost of ownership can add up to—beyond a monthly payment.
Dealers have to treat their online presence as an extension of their showroom. Learn about the five stages in a car buyer’s online journey to find out how to keep your digital presence optimized to take consumers from online to on your lot.
Some tweaks to your site can be the ticket to selling more service contracts and keeping your customers happy. Here are some suggestions for the content you need to have online to keep vehicle coverage top of mind.
It’s no secret that dealership turnover is higher than in other industries, and the cost of losing an employee in the first year can be up to three times their salary in lost revenue; not to mention recruiting costs and more.
Proper training is no longer a nice-to-have, and with the right skills and knowledge your team can make a more meaningful impact on your customers and your bottom line.
