By the end of the week, each student should be able to conduct a basic package presentation and handle objections for all of the finance products their dealership has to offer. The package presentation is designed to offer all finance products in an effective and timely manner.

• Conduct a sales interview with the customer to determine a proper mix of products to offer
• Present a package (menu) of options based on the customer’s needs
• Gain agreement and close on acceptable terms
• Build value and handle objections on all finance products
• Comply with federal guidelines
• Disclose documents
• Understand how lenders view finance deals
• Understand how credit bureaus operate
• Manage CITs
• Gain basic product knowledge
• Leasing
• Regulatory/Compliance

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Training programs can be customized to fit the needs of your organization. We welcome the opportunity to work with your management team to develop customized training that meets your dealership’s particular needs.

• Analyze your current selling processes
• Discuss pricing options and help management develop a consistent pricing strategy.
• Analyze and develop a follow-up system for current and future customers.
• Create a time-effective process to integrate the sales and financial services departments.
• Develop an efficient finance sales process to maximize profits by presenting all finance products in a value-building and compliant manner (menu sell).
• Develop hybrid F&I processes
• Develop a timely and value building delivery process.
• Develop systems to track each process.

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Our personalized live interactive training courses allow us to remotely provide training which facilitates an immediate impact for individuals or dealership teams. This platform is also used to follow up with our training attendees to further advance their skills.

Topics may include:

• Establishing a relationship with the customer (meet & greet plus)
• Discover the customer’s needs, wants, and qualifications for a new vehicle
• Confirm the customer’s selection or help the customer identify the right vehicle
• Creating a customized product presentation based on the customer’s stated and non-stated buying motives
• Creating a customized product demonstration using the customer’s buying motives to build excitement
• Gain commitment from the customer (confirm this is the right vehicle)
• Devaluing of the customer’s trade-in, if applicable
• Conduct an effective facility tour
• Negotiating to acceptable terms

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Boost your confidence and elevate your performance with our Pathways F&I Training Series. This on-demand webinar collection delivers powerful, real-world strategies—available anytime, at your pace.

• Principles of Selling
• Needs Awareness
• Product and Menu
• VSC Objection Handling
• Appearance Protection
• Auto Security Objection Handling
• Compliance Part 1
• Compliance Part 2

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