As a dealership F&I director, Carl Bennett sold extended-service contracts to 70 percent of his customers.
Now he's teaching the skills he practiced, as director of North American consulting for Reynolds and Reynolds. And he will kick off Automotive News F&I Week -- a free, three-day online conference -- in June.
Bennett: How to master the F&I sales presentation.
Bennett will speak in a session called "Mastering the Sales Presentation." He will take his audience on a step-by-step approach to sustained excellence, from the greeting to the required legal disclosures.
Along the way, he will stress the importance of building a rapport with customers, capping the number of products offered, and continually asking: Would this approach appeal to a family member?
"Mastering the Sales Presentation" will be held on Tuesday, June 11, at 1 p.m. EDT. Five other F&I Week webinars will follow, at 1 p.m. and 3 p.m. daily through June 13.
Click here to find out more and to register.
Before joining Reynolds more than 13 years ago, Bennett was a general manager, finance director and sales manager at various dealerships.
Send us a letter
Have an opinion about this story? Click here to submit a Letter to the Editor, and we may publish it in print.
