Lesson Elements
- 28 Interactive Modules
- Downloadable Workbook
- Key Lesson Takeaways
- Checklist Of Action Items
- 14 Quizzes | Knowledge Checks
- Resources | Glossary
- Certification
You Will Learn How To:
- Summarize why telephone ups are so important to the dealership.
- Explain why it’s crucial that you not qualify customers over the telephone.
- Discuss the importance of giving your desk or F&I manager the opportunity to work bad credit car deals.
- List the most common credit-related questions and objections.
- Recite responses to the most common credit-related questions and objections.
- Convert more telephone ups into solid appointments.
Handling Credit-Related Questions & Objections
- Why Telephone Ups Are So Important
- Telephone Ups Are Golden Sales Opportunities
- Salespeople Are Sales Professionals NOT F&I Experts
- Your F&I Manager Has Lender Relationships That You Don’t
- Is The Customer Going To Be A Waste Of My Time?
- Customers Will Save Face & Go Elsewhere
- Are Credit Problems Really Credit Problems?
- Put The Customer At Ease
- Some Exceptions
- The Most Common Credit-Related Questions & Objections
- My Credit Is Bad, Or I Have A Low Credit Score
- Can I Buy A Certain Make Or Model?
- I Have Negative Equity, Or I’m Upside-Down In My Trade
- How Much Money Do I Need To Put Down?
- What’s The Interest Rate?
- How Much Is The Payment?
- How Much Am I Approved For?
- Do I Need A Co-Signer?
- It’s Based On Your Credit
- The #1 Rule: Never Lie To A Customer
- Customers Will Find A Way
- Explore Call Tracking & Telephone Performance
