6. SELLING FINANCE PROFITABLY TO CUSTOMERS (1day)
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