Friday, December 28, 2007

Good F&I Introduction before going into the box

**Importance of the Meet & Greet

by Arzu Algan (ADI)

The customer has probably spent several hours with a salesperson,
and now is introduced to a new individual who has the power to make,
or break, the transaction. The fear of the unknown is always scary,
so there is bound to be some trepidation on the customers behalf.

To help put the customer at ease, the F&I manager needs to let him
know he is in his corner. So the Meet & Greet will set the stage for
the Finance Manager for the next 20-30 minutes. He can do this by
congratulating the customer on his purchase, and talking about the
excellent decision he made by talking up the vehicles attributes.
Once the customer is comfortable the F&I manager should brief the
customer on the next step in the sales transaction to eliminate the
fear of unknown.

Use your own words to relate to the customer, but convey the
following information:

Congratulations, Mr. and Mrs. Smith. Im sure youre going to love
your new ________, which gets great gas mileage for an SUV. May I
call you John and Jane?

My name is Jeff Myers, and Im the finance manager. Im going to
prepare all the legal and registration paperwork, so youll be able
to drive home in your new car. Ill also assist you with financing,
if you need it, and discuss how you can protect your new investment.
The whole process should take about 20 minutes, and while were doing
the paperwork, your new car is being prepared for delivery.

Before we begin, can I offer you a soft drink or a cup of coffee?


Very simple. I use an approach similar to this one. Meeting the customer before having them brought to you will increase product sales because they are already somewhat comfortable with you.


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