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FINANCE CLASS

FINANCE CLASS

Original price was: $999.Current price is: $499.

Get 2 courses for just $599 or grab all 3 for only $799!

This item: FINANCE CLASS
Original price was: $499.Current price is: $399.
Original price was: $999.Current price is: $499.
1 × SALES MANAGER CLASS
Original price was: $499.Current price is: $200.
1 × SALES PERSON CLASS
Original price was: $399.Current price is: $200.
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Finance Manager Excellence for Dealerships

This comprehensive training course is specifically designed for Finance Managers in automotive dealerships, focusing on the leadership skills, customer interaction techniques, and in-depth product knowledge needed to excel in this critical role. As the liaison between the customer, sales team, and finance department, the Finance Manager is pivotal in ensuring smooth transactions, providing value-added protection plans, and closing deals effectively. This class will teach participants how to lead a team, conduct professional customer interviews, present and explain various protection plans, and finalize paperwork with confidence, ensuring customer satisfaction and dealership profitability.

Course Objectives
  1. Master the Role of the Finance Manager: Understand the critical responsibilities of a Finance Manager and how to balance leadership with customer-focused service.
  2. Effective Customer Interviews: Learn how to conduct thorough customer interviews to assess their needs, preferences, and financial situation.
  3. Communicate Effectively with the Sales Team: Strengthen collaboration between finance and sales teams to ensure a seamless customer experience.
  4. Presenting Protection Plans: Master the art of presenting and explaining a range of protection plans and products that best suit the customer’s needs.
  5. Building Value with Menu Presentation: Develop strategies to present a menu of protection plans clearly and persuasively to increase uptake.
  6. Closing the Deal and Finalizing Paperwork: Perfect the process of reviewing and finalizing all necessary paperwork to ensure compliance, customer satisfaction, and smooth transaction completion.
  7. Leadership Skills: Learn how to manage, mentor, and motivate a finance team to meet and exceed dealership goals.
  8. Compliance and Documentation: Ensure adherence to legal regulations and dealership policies in all finance-related transactions.
  9.  
  1. Introduction to the Finance Manager Role:
    • Key responsibilities and daily functions of a Finance Manager
    • The critical role of leadership in the finance department
    • How the Finance Manager impacts dealership profitability and customer satisfaction
  2. Conducting the Customer Interview:
    • Techniques for building rapport and trust with customers
    • Effective questioning to uncover customer needs, financial preferences, and protection plan requirements
    • Identifying opportunities for upselling based on customer responses
    • Addressing customer concerns and objections professionally
  3. Collaboration with the Sales Department:
    • Building strong communication channels with the sales team to ensure a smooth transition for the customer
    • Understanding the sales process and how the finance department plays a key role in closing deals
    • Ensuring that all sales documentation is accurate before the finance process begins
    • Managing customer expectations based on sales team promises and agreements
  4. Presenting Protection Plans:
    • Understanding the various protection plans available (extended warranties, maintenance plans, GAP insurance, etc.)
    • How to effectively explain the benefits of protection plans to customers, focusing on value and peace of mind
    • Tailoring protection plan recommendations to suit customer needs and budget
    • Handling objections related to protection plans and emphasizing their long-term value
  5. Menu Presentation Techniques:
    • How to present a menu of protection options clearly and effectively
    • Creating a transparent, customer-friendly menu that emphasizes value and choice
    • Upselling and cross-selling techniques to increase overall sales without being pushy
    • Demonstrating the flexibility of protection plans and options available based on customer preferences
  6. Finalizing Paperwork and Documentation:
    • Understanding all necessary paperwork involved in the finance process (loan applications, contracts, disclosures, etc.)
    • Reviewing contracts with customers to ensure understanding and consent
    • Ensuring legal compliance with all finance-related documents and dealership policies
    • Handling customer signatures, financing terms, and securing necessary deposits
    • Managing the paperwork process efficiently to avoid errors and delays
  7. Compliance, Legal Considerations, and Ethics:
    • Understanding the legal and regulatory requirements for finance transactions
    • Ensuring all finance-related transactions are compliant with federal, state, and dealership regulations
    • Ethical considerations in customer communication and loan approval processes
    • Avoiding common compliance mistakes that could jeopardize dealership operations
  8. Leadership and Team Management:
    • Motivating and leading a high-performing finance team
    • Setting clear goals and performance metrics for the finance department
    • Providing training and mentorship for team members to enhance their customer service and product knowledge
    • Managing daily operations while maintaining a customer-centric approach
  9. Closing the Deal and Customer Retention:
    • How to effectively close the finance portion of the deal, ensuring customer satisfaction and commitment
    • Final review of all documents with customers to ensure accuracy and transparency
    • Building long-term relationships with customers through follow-up and post-sale service
    • The role of the Finance Manager in maintaining high customer retention rates
  10.  
  1. New or aspiring Finance Managers looking to build a strong foundation in the finance process
  2. Experienced Finance Managers seeking to refine their skills, improve team leadership, and boost sales
  3. Dealerships aiming to enhance their finance team’s performance and customer satisfaction
  1. Interactive training sessions with real-life scenarios and role-playing exercises
  2. Case studies and examples from successful finance departments
  3. Group discussions and peer learning
  4. Hands-on workshops with menu presentation techniques and paperwork review
  5. Continuous feedback and assessments to track progress and reinforce learning

By the end of this course, Finance Managers will be fully equipped to:

  1. Conduct insightful and effective customer interviews to better understand their needs and financial options
  2. Collaborate seamlessly with the sales team to close deals efficiently and accurately
  3. Present and explain protection plans clearly, increasing customer satisfaction and dealership profitability
  4. Finalize all necessary paperwork, ensuring compliance and customer clarity
  5. Lead a high-performing finance team, improving both team results and customer experiences
  6. Create a customer-focused environment that promotes trust, satisfaction, and long-term business relationships