Objection Handling
Finance Managers: A customer can only object to buying a car from a salesperson based on three things, all starting with the same letter. What are the three?
"Me, Money, Machine"
What are the four pillars for a finance manager?
Lender, Admin, Selling, and Leadership.
How many years of complimentary maintenance do Sid Dillon VSC's come with?
3
What ratios must a salesperson be ABSOLUTELY aware of in order to successfully hit their month-end goal?
Closing ratio, appointment show ratio, and b-back ratio.
Sales people: What's a way a finance manager can overcome the objection of, "I've had three vehicles from this manufacturer and have never had an issue?"
F.O.R. into discussing why the manufacturer covers certain items longer than other items (the technology).
Name five things that finance would love to receive from the sales person on every single deal they get.
Drivers license, registration, title for trade if applicable, miles and color for trade, signed pencil and we owe, insurance card, credit app, stips if applicable.
Salesperson teammate: Define Gap Insurance
GAP insurance covers the difference between what you owe on your auto loan and what your vehicle is worth if it’s totaled or stolen.
Who should be at the physical vehicle during a trade bidding?
sales person, customer, and sales manager.
"My insurance covers some of that."
You have a significant deductible, your premium will go up, and you may be paying for that like you would this.
What are the two top priorities for a finance manager?
Protect the dealership and secure the sale.
Salesperson teammate: What does our product select three cover and what is the deductible for using it?
Tires/wheels, door dings, and windshield chips. $0.
What is an example of "a phrase that pays"?
Other sales people decide if it passes and give other examples.
What year was Sid Dillon Founded?
1976.
"I'm on a budget and really don't think I can afford the additional $65 per month"
$65/$35, fixed income handle.
Name eight people that count on a finance manager in any one transaction.
customer, sales person, sales manager, lender, GM, Owner, service drive, finance director, accounting, DMV employees, title clerk, finance managers family, future finance managers, ethos contract specialist, rest of finance team.
Salespeople: Described by our finance department as covering the "not if but whens" this product covers unscheduled maintenance items such as breakpads, belts, hoses, batteries, light bulbs, fuses, and wiper blades - all at a $0 deductible.
Select 10
What are some examples of things a salesperson is trying to discover during fact finding + the walk around?
Dominant Buying Motives, F.O.R.M.A.T., etc.
Sherri Moore and DJ Kuhn
Warranties are a waste of money, and dealerships only sell them to make money.
Respond with a strong Base statement intertwined with why we actually offer VSCs.
What is Sid Dillon's Finance Department team PUT goal for 2026?
$2,160 ($200 increase from 2025).
If a customer buys a car from a dealership, a service contract from a dealership, and gets their vehicle serviced at that dealership, what is the percentage likelihood they buy their next car from that dealership?
89%-91%.
How does the salesperson sell back-end products before the customer meets the finance manager?
They don't. They simply just let the customer know what is happening next and that the finance manager is going to discuss a program specifically designed for the vehicle they are purchasing at some point.
Ranked second last month and first the month before that across the entire Sid Dillon Sales Manager leaderboard, this sales manager makes a concentrated effort to be back-end friendly on every deal.
Ryan Garcia. Pick his brain about how he pencils his deals if you're working with him.