Boost Your Product Sales!
One of the most critical steps in the F&I process is the Introduction (a.k.a. The Interview). This is typically your initial contact with the customer allowing you an opportunity to establish credibility, confirm information already received and, more importantly, gather additional information that can be used to secure product sales. Asking the right questions allows for you to present based on the customer’s criteria, rather than your own agenda.
Additionally, this will help you create an advantage by arming yourself for the powerful “you told me so,” or “you mentioned to me earlier” phrases, which you are encouraged to utilize while Gaining Commitment. Let’s review some of the key questions you should be asking during your Introduction.
Prior to presenting a VSC be sure to ask these key questions:
- What is your favorite feature on your new car compared to the old one?
- Can you explain why the _______ was such a good fit for you?
- Share with me your understanding of your manufacturer’s warranty?
- How has your driving changed in the past few years?
- What would make this the best car you ever owned?
Gathering information about your customers driving habits prior to making a feature presentation is vital to maximizing sales. Asking open-ended questions will get the customer talking and allow us to repurpose their words while “Gaining Commitment."
Gain the information needed - Combat sales resistance - Make More Sales!
Please contact your BBDS representative for details >>>