“F&I FLOW SELLING” IS THE HYBRID TRADEMARKED SUCCESSOR TO BOTH STEP SELLING AND MENU SELLING, USING THE BEST OF BOTH STYLES. EVERY PART OF THE PROCESS FLOWS INTO THE NEXT, MAKING THE IMPLEMENTATION OF EACH ELEMENT AND PRODUCT DEPEND ON BOTH THE PREVIOUS AND NEXT STEPS. IT IS THE ONLY PROCESS WHICH GUARANTEES 100% PRODUCT PRESENTATION, TURN OVERS OF UNDER 25 MINUTES, SALES PEOPLE THAT WILL LOVE F&I, GREAT CSI AND HUGE PER CAR AVERAGES.
** Duane has great relationships with all the lenders and product suppliers, and does not endorse or criticize any individual product, coverage or carrier. He has no hidden agendas, conflicts of interest or secondary benefits slanting his techniques. What he will do is teach you an F&I Sales Process called FLOW and powerful modern presentation skills that will have you selling more of their coverages and services than is probably imaginable to you right now. Your agencies provide the great products, Duane provides the high profit process. **
“My first day after this workshop I had my record deal at $7236 and personally made over $22,000 my first month on FLOW! FLOW rocks!” Dan Ruskin, Valley Ford
- Pre-class assignment review
- Industry and business office facts
- What does the internet, your customers and your sales people really think about F&I and why
- The job of the business manager
- Exactly what is FLOW and how does it compare to Step and Menu Selling?
- Why do customers and sales people love FLOW?
- Making sales people raving fans of F&I
- Adjusting your sales approach according to the customer’s social style
- Getting to 100% turn-over and proper turn-over etiquette
- Disclosing objectives to the customer
- Using the customer statement as profiling tools
- How to “Warm up” a buyer with the sales person
- Sales presentation standardization
- Utilizing the waiver
- Understanding the ‘singular presentation’
- Dealer plan financing benefits and conversion
- Improving relationships with your suppliers and providers
- Understanding buying signals
- Insurance statistics
- Credit life insurance presentations
- Utilizing different closing techniques
- Common mistakes of business managers that still use Step or Menu Selling
- Disability insurance presentations
- Presenting product prices
- How to disclose and be 100% compliant
- What to say when they only want one or two products
- What to do when they say they don’t want any products
- Extended service agreement presentations
- Processing objections
- Chemical application presentations
- Wrap up of the turn over
- Ensuring a smooth delivery
- How to increase your sales on delivery
- Follow-up of customers for additional product sales after the turn-over or delivery
- Additional profit building tips and ideas
- Implementation and Integration of accelerated payments
- How to conclude with the customer
Word tracks and presentation techniques are emphasized to build skills and handle objections. Turn-over tools provided.
Who should attend: This program is targeted at business managers who seek a fresh customer friendly approach to selling more F&I product, faster, easier and friendlier then Step Selling or Menu Selling.
Who doesn’t like this program: The trainers and software companies that endorse Harsh Old School Step Selling or Hokey Software Driven Menu Selling and aren’t certified to train this trademarked process!