 |
|
|
|
      
|
ONCE WE BELIEVE WE CAN ACHIEVE OUR GOAL, THEN- AND ONLY THEN- CAN WE IMPLEMENT OUR PLAN.
I was just
looking at the list of the nation's largest F&I producers recently.
They are running close to $3,000.00 per unit-- on the back end.
Why, and how? So many
dealers can't even fathom the idea of running $1,000.00 in F & I, let
alone $3,000.00. To be
truthful here, I must confess that $3,000.00 per unit out of the finance
office is hard for even me to comprehend.
But let's come back to planet earth.
Let's focus on a target that is attainable for every dealership.
Let's concentrate on how we can get our F & I numbers to the
$1,000.00 level.
In order to achieve these high numbers, we must first believe.
Yes, I know this sounds like a street preacher yelling to the
crowd. However, success is a
choice. We must believe we
can succeed. Once we believe
we can achieve our goal, then and only then can we implement our plan.
Remember a goal is only 25 percent. The plan makes up the other 75
percent. Our plan must offer
every product to every customer every time, and must be done the same way
every time. Our plan must be
simple. We are creatures of
habit. Okay,
I am going to give away the secret to a good plan.
I am going to show you how you can run numbers that you only wished
were possible. Here it is:
Use
a menu! That's it you ask?
Yes! A menu will allow the
customer to stay with us intellectually. The menu process will cut our F
& I presentation time to less than 10 minutes; this in turn will
reduce wear and tear on our customers. If the customer is still listening
after 8 minutes, you better run the credit bureau, again. The menu presentation allows us to offer every product to
every customer every time. People are more sales resistant than ever. They love to buy, but hate to be sold. The key in the menu presentation is to give options and let the customer choose. Wow, what a concept. We are empowering our customers to decide for themselves. If a menu presentation is done properly, the customer will choose more products than we could ever sell them. Every customer is happy. I have studied, used, and taught the menu selling system for over a decade. I have seen the results and the proof is in the profits. Dealers that are using the menu system are generating over 60 percent higher revenues in the F & I office than dealers using the step selling approach. Do your customer, yourself and your dealership a favor today, and start to believe.
|
