The Road to ROI with F&I

For a dealer, selling a vehicle is a process, not an event. For salespeople to be successful, they need to understand all the essential parts of the sale. Each element of the sale, from building rapport with customers to understanding objections before they arise, is like adding a brick in the wall. The fortitude of those building blocks and strength of the bricks will always matter. Just how well-honed is your team at its sales process? If you want to unleash a team of unstoppable sellers onto your lot, you will need to constantly provide them with updated, empowering, effective sales training.  

One of the most exciting things about the automotive industry is that it continually leads the way in the innovation and adaptation of some of the most advanced technologies in the world. Most noticeably, in the past few years the automotive industry has been incorporating key components found in the field of information technology, with the explosion of smart devices, AI (artificial intelligence), and the IoT (internet of things). Of course, one of the main channels the industry uses to convey the value and usefulness of these new features to customers is through their sales team. Dealerships who strive to obtain the highest level of salesmanship by incorporating a multi-pronged approach to training, including the all-important technical training and other vital training aspects, stand uniquely poised to move themselves above and beyond their competition.

Though car dealerships can appreciate short-term financial benefits by pushing finance and insurance services, using a hard-sell approach, any dealership interested in serving a community and enjoying repeat business understands the nuances of quality customer service. Through high-quality automotive management training, dealerships can ensure they build a reputation for having customers' needs at the center of their business model--and this is what brings customers back, year after year.

Your salesmen provide the most important interaction and representation of your dealership to customers. Providing consistent automotive management training will allow your dealership and sales staff to stand out from the competition and increase client retention and sales.

There is no substitute for proper training. One problem facing many dealerships is too much of a focus on training the employees and not enough on training the managers. The idea is that training the employees that have the most interaction with potential customers means the greatest increase in profits, but is that really true? Not entirely. When it comes to profits, automotive management training is the most lucrative investment.

The benefits of training the management team in your automotive dealership are tremendous. Imagine the possibilities that can manifest if your top people hone their leadership skills and make the best use of the financial, sales, and marketing systems that power your business. With the right instincts and tools, automotive managers can make better decisions and share information with sales and support personnel. Everyone can work together in a more productive environment and raise profits over time.