F&I and Showroom, September 2015

September 2015 F I and Showroom 27 20 YEARS WITH GWC WARRANTY ITS JUST A NUMBER 844 256 8121 GWCwarranty com Car buyers wont worry about the odometer with protection from the leader in used vehicle service contracts GWC Warranty is the best in class used vehicle service contract provider We provide service products training and technology to help dealers give car shoppers the confidence to become car buyers Call today to get started 4 Preparation Can you imagine one of Coach Lombardis Packers teams entering a game unprepared Would a lawyer try a big case without reviewing all the pertinent documents Would an actor arrive on the set without reading the script Thats just absurd right Well the same holds true when it comes to the F I menu and optiondisclosure presentation See the most successful F I managers present options to their customers the same way every time They have prepared a word track that they effortlessly communicate to each and every customer each and every time and they have prepared themselves to handle questions and concerns in a manner that is clear precise to the point and without hesitation The result of their practice preparation and repetition projects confidence and enthusiasm With all the day to day tasks and responsibilities that fall on your shoulders the easiest and least stressful part of your day should be giving a presentation to your customers and asking them to buy After all preparation allows you to stay cool under pressure 5 Self Discipline Youve heard it before but I will say it again Successful people do what unsuccessful people arent willing to do In my experience the problem with unsuccessful people is not that they are unable its that they are unwilling Successful people know that their good intentions dont add up to a hill of beans Its their actions that make a difference The self discipline of personal development begins with your ability to eliminate distractions and not let excuses get in the way of your success You have to be willing to seek out industry knowledge Commit to visiting industry websites and subscribing to industry magazines Take the time to read each and every product contract and highlight the most prominent features of the product so you can present them with confidence and enthusiasm Commit to building a word track you can use on a consistent basis Look for relevant features and present them in a quick and clear cut manner Finally commit time each week to improve yourself through reading studying or attending a workshop or webinar You have to invest both time and money to improve the only real asset you will ever have you Take your daily vitamin S for self discipline and stay on course to F I greatness Gerry Gould is director of training for United Development Systems and host of F I and Showrooms Tip of the Week series Email him at gerry gould@ bobit com