EasyCare is committed to supporting dealers during this unprecedented time. One of the ways we're doing that is by offering a comprehensive live webinar series developed and led by our veteran in-house training team – all at no cost to you. Courses cover a range of advanced F&I and selling strategies designed to equip F&I and sales teams with sharper skills to come out of this stronger than ever.
Now is the perfect time to sharpen your skills. We've got your back.
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MEET THE TRAINERS
Steve Richards is an industry-renowned trainer who works with more than 40 of the nation’s most prestigious retail automotive organizations—many ranked in the top three by their OEMs. His modern sales strategies, transparency, and trust-building skills prepare sales teams to more effectively work with today’s informed and internet-savvy customers. Steve has a wealth of experience in helping dealers streamline their sales processes to make the customer’s purchase experience faster and more fun than the traditional and dated “road to the sale.” Plus, Steve has taught thousands of sales team members use social media to brand themselves and increase their personally generated traffic. He practices what he preaches—sharing his cutting edge automotive sales strategies and techniques on YouTube, which have been viewed over 12 million times.
Carl Grane has more than 28 years of experience in the automotive industry, including training, financial services, income development and dealership management. As the Director of Training for EasyCare, he oversees all training efforts for our partners and dealers. Carl brings a blended learning approach to the training curriculum by combining our learning management system, live online web training and in-person classroom-style training. His training programs for finance and insurance, sales and fixed operations help dealers create passionate employees and customers for their automotive dealerships.
ADVANCED SELLING STRATEGIES
Online or in person it’s going to happen; a customer spends time on KBB.com, blackbook.com, or nada.com and becomes an expert in the valuation of used vehicles. Learn to help the customer understand how the market determines the value of a vehicle; NOT a used car manager or an internet site. We’ll explore using KBB’s instant cash offer and how conditions affect value.
HANDLING THE TRADE-IN OBJECTION
Online or in-person the payment objection is going to happen. This common objection must be handled by phone, email, video, or in person. Learn the first part of the payment justifications and defenses: “Cash and Term,” “Net Payment,” and “Premium Equipment Payment.” Mastering these ethical and logical strategies will help more customers justify the payment required to take delivery of a new or used vehicle.
HANDLING THE PAYMENT OBJECTION (PART I)
We start the second course in this series by continuing the payment justification and defenses: “Reduce to the Ridiculous,” “Split Payment Disclosure,” “Payment Explanation” and “Kinder & Gentler Take Way.” Mastering these ethical and logical strategies will help more customers justify the payment required to take delivery or a new or used vehicle.
HANDLING THE PAYMENT OBJECTION (PART II)
A must for any sales professional going forward. A professional automotive salesperson must understand the need to have an online “subject matter expert” persona—not that of a stereotypical car salesperson. This webinar delivers a “starter kit” for you to create a powerful online presence. We’ll explore the difference between a car salesperson and a subject matter expert, how to get started, customer questions that will create interest, the how-tos for YouTube, Facebook business, Instagram and LinkedIn.
CREATING A SOCIAL MEDIA PRESENCE
We start the second course in the series by reviewing the importance of a strong market-based price conversation and a powerful presentation of the numbers. Then the “Kinder Gentler Take Away” justification”, the “Price Equation” justification, and the “Best Value Guarantee” justification will all be demonstrated so you’ll be better able to hold the internet price without further discounting. Learning to communicate these justifications by phone, video, email, or online is critical.
HANDLING THE PRICE OBJECTION (PART II)
Online or in-person it’s going to happen—the customer is going to object to the price, regardless of how good a price it might be. Setting up the price defense with a strong market-based price conversation is step one. Then the “Market-based Price” justification”, the “Premium Equipment” justification, and the “Dealer Value Proposition” justification will all be demonstrated to help the sales team better justify the internet price without further discounting. Learning to communicate these justifications by phone, video, email, or online is critical.
HANDLING THE PRICE OBJECTION (PART I)
Successful dealers provide their customers both a lease education and a choice of lease versus purchase payments, but most salespeople are woefully undereducated when it comes to leasing and consequently can’t help their customers make an informed decision. Learn how more about leasing and how providing your customers a lease option is not just another way of paying for a new vehicle—it’s another way to increase your volume. We will discuss the pros of leasing, the pros of purchasing, the lease conversation and the alternative choice close.
LEASE VS. BUY–WHICH IS BEST FOR YOUR CUSTOMER?
And it may be a “no contact world” for some time. Your ability to generate their own traffic is more important now than ever. Learn phone, email, text, and video skills that will help you become more competent at appointment setting.
CREATING MORE APPOINTMENTS IN A NO-CONTACT WORLD
Webinar times are in EDT and last approximately 30-45 minutes.
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ADVANCED SELLING STRATEGIES
Learn time-tested AND new strategies to address the concern of “Specific Product Objection” and “Budget/Price/Payment.” Be prepared to virtually role play.
CUSTOMER CONCERNS – PART 2
The average F&I Manager executes more legal contracts in one month than an average attorney does in one year. Have you read the VSC contract—do you REALLY know what is represented? We’ll review EasyCare’s VSC reference materials and take a deep dive into the actual coverage.
PRODUCT KNOWLEDGE: VEHICLE SERVICE CONTRACT
More than 90% of customer objections fall into four categories. In this course we address two—“Before the Offer” and “After the Offer.” Learn re-engagement techniques to help your customer realize the financial exposure they have in buying or leasing a vehicle.
CUSTOMER CONCERNS – PART 1
Do your sales consultants really understand F&I (there is no such thing as a bumper-to-bumper warranty), or do they view F&I as a necessary evil? Sales consultants will learn about the F&I office, how F&I helps them and how they can assist F&I.
ADVOCATING FOR F&I
If your customers are financing do, they understand the true benefits of GAP protection? Learn the details of GAP product and ways to present GAP to your customers.
PRODUCT KNOWLEDGE: GAP
Digital Retailing & digital F&I is here! How do you take your current F&I presentation and bring it online? In this webinar we will review the three factors that support your digital efforts as well as role play your Needs Awareness, Menu and Overcoming Objections skill set.
IMPACT ONLINE—TAKING YOUR F&I PRESENTATION ONLINE
Webinar times are in EDT.
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If you have questions regarding the training we're offering or how to access EasyCare Virtual Training for the recorded webinars, please complete the form and we'll be in touch soon.
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