“We’re probably not going to be purchasing what we did, last time.”

Posted by Erik Landrum on January 11, 2020 in F&I Selling Strategies, How to Present Your Menu, Objection Handling, When to Present Your Menu

Have you ever been hit with this statement, at the beginning of your process, from a previous Guest who chose to follow your advice on their last purchase? Alarms bells immediately sound in your head! How could this be happening? They are previous Customers…great folks…you developed wonderful rapport with them, last time. They followed your recommendation as to which column, in your product menu, …

Continue reading >>

Keeping Things Moving Via Transitional Segues

Posted by Erik Landrum on January 10, 2020 in F&I Selling Strategies, How to Present Your Menu, Objection Handling, When to Present Your Menu

Anyone who has ever watched motorsports racing has seen the beneficial effects of slipstreaming. We watch as a contender maneuvers up, closely behind the competitor in front of them, only to emerge just before the finish line (propelled by some suddenly present, invisible energy the other doesn’t possess) to take the lead…and victory! In fact, a slipstream may be defined as an assisting force rega …

Continue reading >>

How Do You Make Them Feel?

Posted by Erik Landrum on April 13, 2019 in F&I Selling Strategies, General Communication Skills, Interacting with Colleagues/Internal Customers, When to Present Your Menu

I have been extremely fortunate, in my travels, to make the acquaintance of some remarkable folks…many bright, talented individuals who each bring a great deal to the party, if you will. A very successful Dealer Principal, for example, once shared with me that, “folks will forget about what you say and they’ll forget about what you do…long before they forget about how you make them feel!” Truer wo …

Continue reading >>

Document Presentation and Menu Introductions

Posted by Erik Landrum on April 3, 2019 in F&I Selling Strategies, When to Present Your Menu

Many menu introductions I have witnessed have kicked off with the same level of social grace as a donkey walking across a frozen lake. Instead, try this. Develop the habit of always presenting your documents in the same order. First, show them the envelope in which you will be placing important papers (for safe keeping in their glove box so they’re were they need to be when they need them) upon wh …

Continue reading >>

Conley Insurance GroupCopyright 2019 – Conley Insurance Group Inc.,

MENU
Conley Insurance Group

Contact us

P: (314) 909-9100
F: (314) 909-9157

13421 Manchester Road, Suite 204
Saint Louis, MO 63131