2019-20 Workshops & Seminars for Automobile Dealerships

ACHIEvING f&I ExCELLENCE Maximize every profit opportunity in the F&I office

ADvANCED NEGOTIATION SKILLS Equip yourself with innovative negotiation strategies

to excel in sales

Wednesday, February 19, 2020

DATE

TIME 10:00am - 4:00pm INSTRUCTOR Ken Carlson, F&I Resources

Thursday, February 20, 2020

DATE

TIME 10:00am - 4:00pm INSTRUCTOR Ken Carlson, F&I Resources

MEMBER FEE $175.00 NON-MEMBER $300.00

MEMBER FEE $175.00 NON-MEMBER $300.00

Dramatically increase your f&I sales, profits, and customer satisfaction.

Learn how to steer all customer negotiations toward a win-win outcome.

This class is designed to provide F&I managers with the selling skills necessary to maximize every profit opportunity in the F&I office, as well as enhance the customer’s F&I experience. Learn to quickly discover customer needs, demonstrate products, and overcome objections.

Today’s customers are more sophisticated and knowledgeable than ever; to reach successful outcomes with buyers, sales pro- fessionals must now be master negotiators. This class focuses on the developing and strengthening of sales negotiation skills, while keeping in mind the need to maintain lasting, beneficial customer relationships.

During this session, participants will learn: n How to maximize your F&I revenues

Attendees will learn how to:

n Solutions for overcoming objections and closing sales n How the F&I process can add value to the purchase experience for your customers n How to take the pressure out of the F&I selling process

Build trust when negotiating

n

n Show how the deal math works to ease apprehensions n Remove barriers for effective communications n Plan for objections and prepare counter strategies

n Establish an honorable reputation

17

C E N T E R F O R A u T O M O T I V E E D u C A T I O N & T R A I N I N G / w H I T E S T O N E , q u E E N S / G N Y A D A . C O M / E D u C A T I O N