F & I with Paul Sheldon of Protective
March 7-10, 2022
10:00 am – 11:30 am
FREE to PRVCA members
$100 for non-members
Paul Sheldon, Instructor
Session 1 – Laying the Foundation
What do customers value today? This session will cover planning for your post pandemic F&I
processes and post pandemic customer concerns. You will learn the five buying decisions, discuss servicing versus selling, six buying moves, and finish with the three steps to F&Isuccess.
Session 2: Gathering Information
This session will cover the four responsibilities of F&I, leveraging the “Bell-Curve” for professional success, cover best practices with an F&I model review, and discuss process psychology. This session will also cover information gathering, customer interview and meet and greet techniques. Learn what you need to know and how to find out.
Session 3: Best Practices
This session will cover a best practice F&I model review, tips for completing your non-financial documentation, how to introduce your menu of options, and how to navigate your menu for optimum success.
Session 4: Overcoming Objections
This session will cover the art of de-escalation, addressing objections or concerns, and help
you understand why your customer said “no.” Learn how to overcome objections in your own