GE Money Topic 3
Train your team
TRIED & TRUE
Topic 3 Increase your confidence in selling with consumer financing
Through candid conversations with business owners, managers, salespeople and
service associates, we’ve developed a short list of effective ways to become more
comfortable and effective at offering consumer financing.
Review each of these best practices. Then, take a moment to consider your
answers to each of the questions and how you might use these ideas in your
own sales training process.
Commit as a team to improving your knowledge
“It’s not a scary thing—it’s very simple. and skills in offering financing
All you have to do is find the words to To get the full benefit of selling with financing (for you personally as well as for your
say. And once you do it, financing can company and your customers), you must be open to making improvements to your
almost sell itself. It works... you just
have to tell your customers about it.”
Q1: Know specific benefits your financing program brings to your business, to
Jill Patrick, Associate your customers and to you personally?
Ashley Home Store
Q2: Currently have a routine (formal or informal) you personally follow to
integrate financing into your sales discussions?
Q3: Currently have (as a team) a standard approach or process to integrate
financing into your customer conversations and sales routines?
Prepare talking points in advance
Nothing makes you back out of a financing conversation more than hearing a
customer objection you’re not prepared to handle or a question you can’t answer.
Q4: Ever use “icebreakers” to ease into the financing conversation?
Q5: Know and understand your financing program, so you can confidently
answer customer questions?
Q6: Talk with your manager and other associates about how to comfortably
handle customer hesitations and concerns?
Engage in role-play and practice with your team
The best preparation for any change in a sales process is to practice with your
These and true
fellow associates to increase your comfort and confidence before you talk to
customers in a real sales situation.
tried a ctices Do you:
best prasinesses Q7: Reflect on customer interactions where a sales or financing situation was
from bu rs left unresolved and rehearse a better way to offer financing to address
concerns like these?
Q8: Try different talking points and techniques on your team members, and
role-play ways to handle various hesitations or sales situations?
If you answered “YES” to 10 or Yes No
more of these questions, you
are already using consumer Work to continuously improve your skills
financing as an effective tool The best salespeople are constantly honing their sales skills and learning
to increase your sales. If you new techniques.
said YES to 7-9 questions,
you’re on the right track, but
may need to make a few Q9: Talk with your fellow associates to discover techniques that are
working for them?
changes to get the results
you’re looking for. If you only Yes No
said YES to 6 or less, additional Q10: Participate in ongoing training offered by your company or
training in the effective use financing provider?
of consumer financing is Yes No
highly recommended. Go to Q11: Constantly look for new and better ways to approach the financing
gemoney.com/realtalk today. conversation with your customers?