Exceeding Expectations: A Message for Frazzled Finance Managers
Becky Chernek - To often, manager assume they know the reasons customers reject particular products and fail to learn the rationale behind customers' decisions.
Becky Chernek - To often, manager assume they know the reasons customers reject particular products and fail to learn the rationale behind customers' decisions.
Becky Chernek - Well-trained sales personnel know that determining the payment budget of customers on the lot will not ensure their approval by the bank source. Many customers have been schooled to quote a much lower payment than the one they have in mind.
Becky Chernek - It’s that sneaky system where the sales manager works out deals by getting customers to settle on only a monthly payment. Then, he sends them into the finance manager to close the deal
Becky Chernek - Proper use of the menu means that these managers can present 100 percent of their products to 100 percent of their customers 100 percent of the time.
Becky Chernek - A mind deal occurs when a sales manager finalizes negotiations with a customer on extended terms with no money down—generally utilizing subvented interest rates—and the customer demonstrates a serious delinquent payback history.
Becky Chernek - The approval process and the funding of the deal are completed so quickly that consumers can get into and out ... with less aggravation.
Becky Chernek - Errors and omissions in contracts in transit are costing dealers thousands in unearned profits every month.
Becky Chernek - Does your F&I manager automatically ship the loans of sub prime customers away from your primary lender? What is the magic credit score number that triggers this policy ... 620?
Becky Chernek - Vehicle manufacturers, in an attempt to sell more cars while limiting rebates, have been promoting a one-price strategy...
Becky Chernek - Continuously review the menu to ensure that only the most important and beneficial products are made available ...
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