F&I and Showroom, January 2016
www fi magazine com 26 FINANCE INSURANCE F I and Showroom January 2016 T The root of the word credibility is credo which means I believe in Latin Credibility is the feeling of trust and respect that you inspire in others In the F I office it takes a combination of things to establish it I first learned the importance of building rapport and credibility when I began my career as a car guy I learned to sell cars back in the late 70s We used the 10 point selling system which still appears in various forms at dealerships nationwide Here are the 10 points as I learned them 1 Give the customer a friendly greeting 2 Develop a rapport with your customer 3 Gather the information necessary to enable you to help them select the right vehicle 4 Take the customer on a tour of the lot and land them on a vehicle 5 Complete a walkaround of the vehicle they select 6 Take the customer on a test drive 7 Take the customer through the service department 8 Take the customer to your office and write them up 9 If you cant close the customer bring in a manager 10 Get the vehicle cleaned and gassed up for delivery While I was getting accustomed to the 10 point system my managers made it clear that Step Two was the Top trainer says rapport moves the metal but credibility moves the paper He lists five ways F I managers can build product moving credibility BY GERRY GOULD CREDIBILITY DOES SELL Gerry Gould was one of the featured trainers at Industry Summit 2015 held at the Paris Las Vegas this past September Along with fellow UDS trainer Fernando Romani Gould presented Actions Speak Louder Than Words
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