6. SELLING FINANCE PROFITABLY TO CUSTOMERS (1day)
WHO FOR
For vehicle Sales Executives needing to increase their Finance Penetration and therefore personal and dealership income streams.
AIMS OF THE PROGRAMME
- To Provide Participants With The Awareness And Knowledge Of What To Do To Maximise Their Finance Penetration.
- To Set Out The Various Finance Options Open To A Customer At Dealership Level.
- Know How To Accurately Qualify A Customer's True Source Of Funds And Maximum Budget.
- Know How To Perform The Calculations In The Negotiation Process With A 'Payments' Customer.
- Know How To Effectively Present The Financial Details To A 'Payments' Customer.
- Know The Process And Techniques To Successfully Negotiate With A 'Payments' Customer To A Mutually Satisfactory Conclusion.
THE MAIN THEMES THAT WILL BE COVERED ARE:-
• Who Sells Finance - The Sales Executive Or Business Manger?
• Expected Finance Penetrations In Large And Small Dealerships
• How Customers Normally Fund Their Vehicles
• What Do Customers Look For In Deciding Finance?
• What Influences Customers To Take Their Finance?
• Key Problems Of Selling A Vehicle Without Finance
• Finance And Insurance And Accessory Selling
• Finance For New And Used Cars - Is Their A Difference?
• How Finance Deals Are Often Maximised For Profit
• The Use Of A Central Funding Operation
• The Use Of Manufacturer Finance And Its Advantages And Disadvantages
• The Benefits Of Selling Finance To The Business
• The Difference Between Hire Purchase, PCP, Personal Motor Loans And Personal Loans
• The ½ And 1/3 Rule In Hire Purchase
• Financial Services Act Of 1986
• The Advantages And Disadvantages Of Long Term Funding
• Qualification And Finance -'Sowing The Seeds'
• Key Finance Questions To Uncover Funding Motives, Requirements And Parameters
• How To Sell Hire Purchase And Personal Motor Loans
• Advantages And Disadvantages Of HP & PML
• Common Misconceptions Regarding Dealer Finance - And Answers!
• The 3 Choices Of PCP And Other Benefits
• How To Sell PCP - HP With Balloon Payments
• CAP Monitor & GMEV
• Common Objections Concerns With PCP