Day One:

• Introductions
• Skills to acquire or improve on
• Objectives - Class agenda
• Three ways to sell F&I
• Introduction to the Principles of Selling, Organizing a Sales Presentation
• Etch – Product Knowledge – Disclosure
• Introduction to Vehicle Service Contracts
  • Product Knowledge
  • Features and Benefits
• V.S.C. Initial Sales Presentation
• V.S.C. Objection Handling Techniques
• V.S.C. Used vehicle presentation
• Homework

Day Two:

• Role play and evaluate presentations.  Etch Disclosure, V.S.C. Initial sales presentation, V.S.C. isolate and overcome objection(s).
• GAP – Product knowledge and presentation
• Credit Insurance – Product Knowledge
• VALUE presentation
• C.I. objection handling techniques
• Regulation “Z” quiz
• Homework

Day Three:

• Role-play and evaluate presentation – Present the V.S.C. Initial presentation – transition in to Credit Insurance Value presentation, and overcome objection(s).
• The Menu Process of Selling – Menu building – Introduction – Agenda – Planting the seeds- Menu presentation- presenting the menu, and disclosing the cost- isolating and overcoming objection(s).
• Other product presentation – Interior – Exterior – Security systems, etc.
• Sales Meetings – How to structure and present
• Review Regulation “M” and “B”
• Homework

Day Four:

• Role-Play and evaluate presentation – The Menu Process of Selling
• Presentation- isolate and overcome objection(s).
• Credit Union and Bank Conversions
• Review other Federal Regulations
• Homework

Day Five:

• Student Sales Meetings and evaluations
• Departmental Management
• Student training evaluations
• End of class