The Importance of Stopping the Clock


Things like meeting the customer at the salesperson’s desk, or simply shaking their hand, can be essential to your process. On today’s Tip of the Day, Becky Chernek discusses the importance of “stopping the clock.”


Welcome to the Tip of the Day on CBT. I’m Becky Chernek. You know, I can’t begin to stress the importance of stopping the clock. You’ve got to meet the customer at the salesperson’s desk whenever that you can. Acknowledge the customer, let them know that you do understand that they’re taking delivery of their vehicle and that you’ll also be taking care of their paperwork. Assure the customer that you’ll be with them as quickly as possible, and answer any questions that they may have. You know a simple handshake here makes all the difference in the world, and the salesperson will thank you for it later, too. By meeting the customer and stopping the clock, will help to reduce the customer resistance, and it streamlines the process.

For more insight and info from Becky, be sure to check out F&I Today every Tuesday morning right here on CBT.

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Rebecca Chernek, founded Chernek Consulting, LLC in 2001, has nearly three decades of experience in the automobile dealership industry. She started her career by working with her father at their family-owned auto dealerships in Have De Grace, Maryland. She gained hands-on skills and experience in almost every aspect of the automotive sales process: new used cars and trucks sales, F&I, Director of Finance for volume operations and general management. She was hired in 1986 as the first woman to sell cars for Al Packer Lincoln & Mercury in Baltimore, and in 1989, she was promoted to F&I Manager for Ron Bortnick Ford in Upper Marlboro, Maryland. In 1995, Rebecca took a position with the JM&A Group and was promoted to District Manager for the AutoNation division — the #1 retailer in the United States — to hire, train boost profits and implement menu selling. She single-handedly earned a sterling reputation for adding millions of dollars to the bottom line for all her accounts! Rebecca has a well-deserved reputation as a self-starter, high-performer, and spirited entrepreneur and motivator. It’s not a matter of what you think you know… it’s a matter of proving it! As a consultant, trainer and nationally recognized expert in F&I Training and sales procedures, Rebecca has helped hundreds of automotive car dealers throughout the United States and Canada streamline their processes and closing techniques and significantly increase profits. She writes regularly for Wards Business, CBT Automotive Network, Dealer Magazine, Subprime News and as a NCM 20 Group F&I Guest Expert. She facilitates for the NCM Institute, Desking and F&I Integration. Rebecca is the anchor for F&I Today – CBT Automotive Network headquartered in Atlanta, GA. Don’t forget to check out our interactive continuing F&I online education platform Chernek Consulting Virtual Pro the best kept secrets on how to be successful in F&I! Boost your F&I performance! Every dealer must have to help your F&I manager increase sales and profits while reducing liability.


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