Powersports dealerships cater to a unique group of individuals. Most of the time, potential buyers who walk already have a particular vehicle in mind; the kind that will give them the adrenalin rush they’re looking for. What dealerships need to understand is that every individual that walks in and inquires about their fleet is different. Each one has their own preferences, even eccentricities, and the sooner staff and agents learn to adapt to these unique personalities, the better they will be able to serve the customer.
Shortening the F&I process
One of the biggest stumbling blocks to closing a deal is the amount of paperwork it takes to complete a transaction. Sometimes, the customer will get tired of waiting and simply leave. To decrease incidents like this, it’s important that everyone in your dealership knows everything about F&I and corresponding processes like the back of their hand. Hence, a comprehensive training should be in order. Here are some of the topics you can cover for your staff’s Powersports F&I training:
1. Customer relations
In any business, good customer service is important, more so in sales. Your dealership teams should learn how to adapt to the unique personalities of each customer, and service should always be given with a smile no matter the situation. Train your staff to learn basic and advanced skills in customer relations. Remember that your goal is to keep the customer interested and happy, so that ultimately, they will drive off in their new vehicle.
2. F&I Products
There are various F&I products offered to dealership clients; from the general automotive insurance to extended service contracts that add an extra layer of protection to the vehicle owner. Your staff (not only your F&I team) should be fully knowledgeable about each of the F&I products you offer. While the F&I manager is responsible for turning a verbal commitment from the customer into a closed sale, fully explaining the products you offer, it would benefit your dealership if everyone on your team knows about these, too. Customers are always interested in products that will protect them from financial burdens should anything happen to the vehicle, and chances are, they will ask anyone they come across to in the dealership.
3. Managing the sales process
A smooth sales process means making a sale in a few simple steps. Trainees will learn how sales and F&I are connected, and how some of the steps for each one are intertwined. Learning this could dramatically decrease the sales process and minimize risk of losing a potential buyer. Your staff will learn how to present each product in way that will engage the customer, and also learn how to address common objections or hesitations to help encourage customers to buy the vehicle and additional F&I products.
