Training Highlights

Sales Handoff, Menu Selling

Advance Turnover, Objection Handling

Role Play, Closing Skills, VSC

KeyCare, Paintless Dent Repair

Lenders, Compliance, Disclosures

ATE Comprehensive Finance Manager's
Training Course Agenda

The day by day agenda for the five-day ATE Comprehensive Finance Manager's training course is outlined below. Ron Kiraly serves as instructor for this training. Ron Kiraly works as a sales representative, sales coach, trainer, platform speaker, and in-dealership personnel development specialist. His duties include acquisition and development of automotive, RV and motorcycle dealerships. Ron assists agency accounts with improving vehicle sales and profits, along with enhancing sales and F&I revenue. He works with dealerships in OH, NY, WV, PA, VA, MD, DE, NC and SC.

• Day One (Monday)
  • Introductions
  • Solutions Provider Sales Techniques
  • Salesperson Turnover to F&I
  • Advance F&I Turnover
  • Customer Care Form
  • F&I Menu Sales Foundation
  • F&I Menu Sales Presentations & Flow Chart
  • Menu Step-Selling Presentation
  • Menu Step-Selling Closes
  • F&I Menu Objection Handling Techniques
  • F&I Menu Closing Skills
  • Final Menu, Accepts ~ Declines, as a Compliance
  • and Closing Tool
  • F&I Menu Sales Motivation/Results
  • F&I Compliance, Laws and Regulations
  • Assign Homework
• Day Two (Tuesday)
  • Review Day One
  • Review Homework
  • Daily Quiz
  • Grade and Discuss Quiz
  • Participant DVD Role play: F&I Advance Turnover And Customer Care Form
  • View, Grade and Discuss DVD Role play
  • Why People Buy F&I Products
  • Building Relationships with Consumers
  • Customer Spectrum Marketplace (Bell Curve)
  • Solutions Provider Objection Handling Skills
  • F&I Menu Objection Handling Techniques
  • Cash Down and Stretch Term Techniques
  • Handling Lender Cap Calls/Qualified Deals
  • F&I Compliance, Laws and Regulations
  • Assign Homework
• Day Three (Wednesday)
  • Review Day Two
  • Review Homework
  • Daily Quiz
  • Grade and Discuss Quiz
  • Participant DVD Role play: The F&I Menu Intro and Complete Menu Presentation
  • Review, Grade and Discuss DVD Role play
  • VSC Objection Handling and Closing Skills
  • Gap Closing Objection Handling and Closing Skills
  • F&I Compliance, Laws and Regulations
  • Assign Homework
• Day Four (Thursday)
  • Review Day Three
  • Review Homework
  • Daily Quiz
  • Grade and Discuss Quiz
  • Participant DVD Role play: Objection Handling Skills
  • Review, Grade and Discuss DVD Role play
  • Appearance Objection Handling and Closing Skills
  • Key Care Objection Handling and Closing Skills
  • Dent Repair Objection Handling and Closing Skills
  • Etch and Maintenance Objection Handling and Closing Skills
  • F&I Compliance, Laws and Regulations
  • Assign Homework
• Day Five (Friday)
  • Review Day Four
  • Review Homework
  • Daily Quiz
  • Grade and Discuss Quiz
  • Managing the F&I Department
  • Legal Disclosures & Confirming the Sale
  • Working With Lenders—Selling Paper & Getting Paper Bought
  • Course Evaluations
  • Closing Remarks & Adjourn Class