Professional trainer Peter Chafetz of Protective Asset Protection will present an F&I workshop twice and a separate workshop designed to help sales staff build rapport and communication with their customers during the 2022 RV Dealers Convention/Expo on Nov. 7-11 at Caesars Palace in Las Vegas.
At 2 p.m. on Wednesday, Nov. 9, and again at 10:15 a.m. on Thursday, Nov. 10, Chafetz will unveil “The Menu – It’s More Than Just a Piece of Paper,” which will cover the origination of the option selling process, or the Menu, as it’s known today. Chafetz will briefly discuss the events that led to its development 23 years ago, and then spend the remainder of the session reviewing how to combine all the available elements, in a step-by-step process designed to maximize the impact of the menu presentation. Learning objectives for this session include:
- What the menu was originally designed to do, and why.
- A step-by-step process to work through the menu presentation consistently and effectively.
- How to avoid the common mistakes that are costing F&I departments around the country.
- At 4:30 p.m. on Thursday, Nov. 10, Chafetz will present “The Sales Turn Over (TO) Process: Steps to Transfer Both Trust and Information” in the sales track. This seminar looks at the transfer of trust between departments during the process of a sale and will also discuss a transfer of information from the sales team to the F&I department.
Learning objectives for this session include:
- The interconnected nature of all the departments in the store.
- What F&I products truly do (solve problems) for the customer.
- How to add a few additional questions to the fact-finding step in the sales process that will aid the F&I department.
The annual RVDA Convention/Expo brings together dealers, manufacturers, suppliers and RV industry business partners for the premier dealer education and networking event of the year. To see a list of scheduled events and to register, click here.
