Day One:

• Introductions
• Skills to acquire or improve on
• Class agenda
• Three ways to sell F&I
• Introduction to the principles of Selling – Steps to a Presentation
• Introduction Process
• Etch – Product and Disclosure
• Introduction to Vehicle Service Contracts
  • Product knowledge
  • Features and Benefits
• V.S.C. Initial Sales Presentation
• Objection Handling Techniques
• V.S.C. Used vehicle presentation
• Review Regulations “Z” and “M”
• Homework

Day Two:

• Role-Play and evaluate presentation.  Etch disclosure –V.S.C. Initial Sales presentation – Isolate and overcome objection(s).
• GAP – Product knowledge and presentation
• Credit Insurance – Product Knowledge - - Value Building – Disclosure – Objection handling techniques.
• Other product presentations – Interior – Exterior – Security systems, etc.
• The Menu Process of Selling – Building the Menu –Introduction – Agenda – Planting the Seeds –Menu presentation – isolate and overcome objections.
• Review other Federal Regulations
• Homework

Day Three:

• Role-Play and evaluate presentations –The Menu Process of Selling, and isolate and overcome objection(s).
• Departmental Management
• Student training program evaluations
• End of class

Note: Classes will start at 9:00A.M. on day one, and 8:00 to 9:00 A.M on day two and three, depending on class size.  Class will end no later than 5:00P.M. on day one and two and no later than 1:00P.M on day three.  Times may vary depending on class size.