Articles by Becky Chernek - President

Rebecca Chernek - Sales and finance managers should know certain information about potential lenders and at-risk customers before a transaction ever takes place.

Becky Chernek - What happens when a customer chooses not to take advantage of an option but, rather, to stay only with the base payment? Remember Covey’s advice? “When you have a challenge and the response is equal to the challenge, that's called ‘success.’”

Becky Chernek - Building value in the menu products is the name of the game! That’s how successful managers meet the new challenges thrown at them by savvier customers. They first find out why their customers have made the choice to stick with the base payment.

Becky Chernek - To often, manager assume they know the reasons customers reject particular products and fail to learn the rationale behind customers' decisions.

Becky Chernek - Well-trained sales personnel know that determining the payment budget of customers on the lot will not ensure their approval by the bank source. Many customers have been schooled to quote a much lower payment than the one they have in mind.

Becky Chernek - It’s that sneaky system where the sales manager works out deals by getting customers to settle on only a monthly payment. Then, he sends them into the finance manager to close the deal

Becky Chernek - Proper use of the menu means that these managers can present 100 percent of their products to 100 percent of their customers 100 percent of the time.

Becky Chernek - A mind deal occurs when a sales manager finalizes negotiations with a customer on extended terms with no money down—generally utilizing subvented interest rates—and the customer demonstrates a serious delinquent payback history.

Becky Chernek - Errors and omissions in contracts in transit are costing dealers thousands in unearned profits every month.

Becky Chernek - The approval process and the funding of the deal are completed so quickly that consumers can get into and out ... with less aggravation.