Often times their objection is not based on good data. For instance, a customer that says “NO” before they even see the cost and coverage of the product or package you’re offering.
We show character by being genuine and discussing products based on their agenda. This is about helping people solve problems.
We also show our competency by having a deep understanding of exactly how our products work and how they will solve problems.
Take a fighter for instance. He or she has a game plan when the fight begins, but if the other fighter is getting the best of them, they must adapt or they’ll lose. This is problem solving on a very high level.
They either make adjustments and solve problems or they lose. The paradox is that the stress goes up fast when it is tied directly to your paycheck. Same thing in the box. You’ve got seconds to solve problems or your paycheck is affected.
And just like a fighter, we have to train. In our case, “training” is learning how our products help protect our customers. Once you’ve mastered that, you can go anywhere the customer takes you, make the necessary adjustments and help them adopt the protection packages you have to offer.
By: Lloyd Trushel
President / COO
The Consator Group
What makes Consator Group different?
We believe… that there is a better way to conduct business than the status quo. In our experience, when transparent and intelligent communication occurs between F&I and their customers, profits and satisfaction go up for all parties. Conversely, when the communication is poor and dysfunctional, profits and satisfaction go down for all parties.
We are experts… in the automotive industry, with each of our principal level consultants having over 20 years’ of automotive experience. Their areas of experience include automotive finance, all areas of variable operations, financial lending, process consulting, insurance, ancillary products, the study of social sciences and the understanding of consumer buying habits.
We create a better F&I experience… by teaching F&I managers a deeper understanding of today’s buyers. We skip the typical sales cliché’s and antiquated methods. Our process is simple and straightforward. We dig into real consumer behaviors and purchasing habits so that we can educate your staff and consumers. The result is a more profitable transaction for the dealership and a happier consumer.
CONSULTING – TRAINING – PRODUCTS – WEALTH DEVELOPMENT – REINSURANCE – COMPLIANCE