Two Questions to Add to your Interviews скачать в хорошем качестве

Two Questions to Add to your Interviews

F&I Tips is a weekly informational video series brought to you by American Financial & Automotive Services, Inc.’s F&I University (FIU).  Our associates bring decades of real-world experience in the automotive industry to this F&I Tips video series, as well as our five-day intensive F&I School at our corporate headquarters in The Woodlands, Texas. In this video, Dwayne Wiggins gives you two questions to add to your interview to help gather additional information on your customer. As you go through your customer conversation, a lot of us perform an interview before we start to get to products. During those interviews we might have our list of questions. I like to propose a couple out there that you may or may not have in there. One of them is after you ask them “what made you decide on the vehicle” and you figure out what it was that attracted them most to that vehicle, one of the questions you can follow it up with is “Did you have it on your last car?” By knowing whether they had those new technologies on their last car, because a lot of times that’s a technology answer, it will help you do two things. It helps you outrun the “Bought one and never used it” and it also helps you with “I’m buying a really good car.” Because in both of those instances, now you have something on the car that they didn’t experience on their last one. So by inserting that question “Did you have that on your last one?” and getting that expansion sure helps on the conversation. Additionally, sometimes it just comes down to costs too much. So what happens is they really like to have the product but we need the payment closer to where they use to be. So what happens is inserting a question earlier can expose any additional down payment. So when you verify up front, figures, information, commitment. “Looks like you had talked to Johnny out front about putting $1000 down and you want your payments to be right at $450 to $460 a month, no problem sir.” Now “Do I need to be aware of your intention to put any additional down payment down?” By inserting that question, “Do I need to be aware of your intention to put any additional down payment” I’m not asking you for it, I’m trying to see what your reaction is. Now if you say “No I don’t plan on it” it doesn’t mean they don’t have it, it just means they’re not planning on it. If they say “No, I don’t have any additional money.” Then you have a more concrete answer. Remember, those are two additional questions that you might think about inserting into your interview that gives you a different track to different information gathered before you present your products. Always improve it, it will make a difference. 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 and FIU.