With record profits, obvious inventory constraints, and “unique” employment circumstances, automotive sales consultants across the country (many of whom started selling cars during the pandemic) are struggling to remember what it’s like to walk a customer through all ten steps to the sale (if they ever had to in the first place).  Remedial as it may sound, now is the time to focus on getting your sales consultants “back to basics” in order to close the sale and maximize gross… FTC – Find the Cash! Re-train on performing a good needs assessment, a solid selection, a skilled walk-around, a transparent trade appraisal, the “laborious” service walk, and an exhilarating test drive- complete with close-ended questions and a trial close! 

Without these key elements, new sales consultants will grow frustrated with their sudden lack of success, and veterans will start seeking greener pastures as high grosses become minis. 

As the CATA’s Recommended Service Provider for F&I, Zurich is committed to the success of ALL its members- and would love to help!  Whether you call us or call your current F&I provider, ask them what kind of scheduled, impactful sales training (with written follow-up) they provide as a getting “back to basics” for your sales team.