F&I and Showroom, December 2015

December 2015 F I and Showroom 27 100 Turnkey for Dealers We make the calls We set the appointments We do the follow up 100 Exclusive Lists Custom Credit Scores Bankruptcy Mailers All Direct Mail programs include our free call center We set your appointments and do the direct mail follow up 100 Guaranteed Exclusive Organic Leads Month to Month Commitment No Sign Up Fees special finance leads Free Inventory Listing Click to Call You No Bad Phones 100 Guaranteed Exclusive new used car leads automotive direct mail triggercomplete next generation lead service Rick McCormick is the national account development manager for Reahard Associates Inc an F I training company providing classes workshops in dealership and online training Email him at rick mccormick@ bobit com Now when moving from one option to the next in your initial disclosure of the menu simply state The Standard Option is just like the Preferred except you forfeit the environmental protection Invoking the emotion of forfeiting or giving up something makes the customer think twice before quickly discounting the products After the customer says No to the products offered a statement should be made that makes the customer concerned they are missing something and curious as to what we know Both are good emotions that move customers away from No and open to discussing why particular products are important to them Try this That surprises me There were a couple of things I think might be critical in your situation especially after what you said earlier 3 Using emotion to lead the effort to overcome objections To overcome objections you must combine the emotional and logical sides of the sale in order to move the customer to a buying decision one thats based on what makes sense in his or her situation And the most powerful tools to tie the customer emotionally to a product and move them to say Yes are their own words See You told me earlier makes them aware that the reason to discuss the product further is based on what they said early in the process about their situation Customers can resist discussing products we are pressing them to buy but it is hard to disagree with your own words You told me earlier you drive 20000 miles a year and there are two products that are critical for the high mileage driver This statement can make them thirsty for more information and more likely to consider the coverage since it is tailored to their needs The emotional side of the sale creates urgency while the logical side can be used to describe the exact coverage provided It is magical to watch as a customer senses the urgency of buying a product because it was presented effectively and then see the F I manager use the logical attributes of the product to close the sale You may not be selling coffee sports drinks or tennis shoes but then again Starbucks Gatorade and Nike arent either They are selling an idea a feeling and need fulfilment So sell from the emotional side and enjoy the resulting increase in sales