The K. I. S. S. Method скачать в хорошем качестве

The K. I. S. S. Method

ATA Tips is an informational video series brought to you by the Automotive Training Academy by Assurant. Our associates bring decades of real-world experience in the automotive industry to this video series, as well as our five-day intensive F&I School at our corporate offices in The Woodlands, Texas. In this video, Trent White explains how keeping your strategy simple can help you sell your protective products. You’ve heard of the K.I.S.S method right, you know the acronym famously know as Keep it Simple Stupid… of course we have, we all have, however there may be another way to think of it. Changing one word, changing our perspective may provide the success this acronym implies. How about this – “Keep it Strategically Simple” … Ever find yourself giving the best presentation and explaining in “full detail” the benefits of your protective products, only to receive the deer in headlights look from your customer, or the no thank you not interested and never receive a specific objection that you can address? Is it possible that they came into the office fully prepared to add the additional benefit for themselves, however rather than recognize the customers’ needs, we chose to share how much we know about our products and we talked through the close? Do we build the clock for them or did we tell them what time it is? How do we take the K.I.S.S. principle and apply to our process for success? Let’s apply the “Conversation with Purpose” method, focus your presentation on the customers hot buttons you discovered earlier in your conversations with them. Utilize “You Told ME statements to let them know you were listening and provide to solution to specific to their needs. Have a Road map to getting the “Yes” by strategically presenting how the protective benefit impacts them. Here is an example: The reason we are discussing the Service Contract is not that it is a bad vehicle, however a good vehicle with a lot of technology like the Accident Avoidance you shared was an important feature to you and your families’ safety. When the technology fails, the Service Contract is there to get you back on the road knowing your vehicle is ready to provide that safety you expect from your vehicle. Or - earlier we discussed in the event of a total loss to your vehicle, you weren’t sure how you would take care of any deficiency, the Debt protection is there to provide protection against the deficiencies not covered by your primary insurer. Let’s take the K.I.S.S. approach “Keep it Strategically Simple” and focus on their needs, share how the protective products will fill that need and complete the sale. From all of us here at the Automotive training Academy, that was your tip of the week! Make sure to subscribe to the American Financial YouTube channel for weekly F&I Tips and more from our team at the Automotive Training Academy by Assurant. For dealer use only. Not for use by consumers. If consumers request coverage details, they should be referred to approved advertising or fulfillment documents. Sign up for the F&I school that has won 7 consecutive Dealers' Choice Awards - https://www.afasinc.com/Training/FIUn...