A modern skillset is crucial for salespeople to succeed in the digital retailing frontier. The new online MSRP, diminishing front-end profitability and the customer’s need for speed in the transaction makes it more important than ever for salespeople to not only build value levers through their presentation, but also to deliver the experience the customer expects. Retail Impact trains the methodology built with the new digital customer in mind, covering the essential sales skillsets for transparency, discovery, presentation, advocacy and leverage.
Topics include: A fresh approach to the traditional steps of greeting, vehicle selection, needs assessment, trial close, trade evaluation, vehicle presentation and demonstration, market price presentation, objection handling and closing.
ADVOCATING FOR F&I
Compressed front-end profitability in today’s market has made F&I performance more important for dealers than ever before. Creating a sales process that advocates for these vital products and services early can be a game-changer.
Topics include: core F&I product knowledge and value propositions, advocating vs. endorsing, advocacy techniques, handling common F&I questions.
I’ve seen much greater profitability since the Retail Impact training. It’s helped build transparency with the customer and has allowed us to help them better understand market-based pricing. First hand, I’ve seen a rise in customer willingness to increase down payment AND a 30% increase in back-end profit because we’re better able to advocate for F&I benefits as part of the sales process.
Cameron Simmons, Sales Manager
Ricart Imports. Columbus, OH