Day One:

• Introductions
• Skills to acquire or improve on
• Class Agenda
• Three ways to sell F&I
• Introduction to the Menu Process of Selling
• Building the Menu – Agenda – Planting the Seeds.
• Organizing a Sales Presentation
• Etch – Product and Disclosure
• Introduction to Vehicle Service Contracts
  • Product review
• Menu Process of Selling Presentation
• V.S.C. Objection handling
• Gap objection handling
• Credit Ins. Objection handling
• Homework

Day Two:

• Role-Play and evaluate presentations – The Menu Process of Selling presentation and isolate and overcome objection(s).
• Other product presentations – Interior-Exterior – Security systems, etc.
• Compliance  issues
• Student training evaluations
• End of class

Note: Class starts at 9:00A.M. on day one and ends no later than 5:00P.M.  Class starts between 8:00 and 9:00A.M. on day two and will end no later than 1:00P.M.  Times may vary depending on class size.