Curriculum: Quit Selling - Help People Buy

1. Meeting and Greeting
2. Interview and Qualifying Process
3. The Trade Evaluation
4. Vehicle Selection
5. Demonstration Ride
6. The Trial Close
7. Overcoming Objections
8. The Final Close
9. Business Development

1. Meeting and Greeting
   • Building working relationships
   • Body Talk
   • Stereo Types and assumptions
   • Meeting and Greeting Helping the customer
   • Opening lines that creat a great first impression
2. Interview and Qualification Process
   • Definition
   • Questioning techniques
   • Question Types
   • 1, 2, 3 Questioning
   • What to qualify
   • Powerful Questions
3. The Trade Evaluation
   • Key notes on the trade-evaluation
   • Why do we evaluate a customer trade
   • How to handle the "How Much do you want for your Trade questions?"
   • Building credibility in your used car Manager
4. Vehicle Selection
   • What is a presentation?
   • What is the difference between a feature and a benefit?
   • Six point game plan
   • Ten statements to help you avoid some common pitfalls
   • Feature, function and benefit relationship
   • Competitive comparisons
   • The keys to a professional presentation
5. The Demonstration Drive
   • What does a Demonstration allow the customer to experience?
   • What impact does demonstration have on Sales?
   • What simple goal can you set daily to help you achieve the desired result?
   • The rules for a Demonstration
   • On return from a demo always say?
   • Demonstration Buying Signals
6. The Trial Close
   • What is a trial close?
7. Overcoming Objections
   • Definition of an objection?
   • Formula for handling objections
   • Basic rules for negotiating
   • The three categories of objections
   • The key to handling objections professionally
8. The Final Close
   • Asking the customer to buy is the right of every salesperson
   • The Technique to close a customer
   • The mechanics of closing
   • Salesperson body language for closing
   • Customer's body language
   • Powerful closes to get your customers business
9. Business Development
   • Handling Incoming Calls
   • Objection Handling
   • Finding the Hidden Opportunities (20% Increase Right under your nose)
   • Prospecting Techniques
   • Implementation: Your 30, 60, and 90 day plans
   • Capitalizing on Unsold Showroom Traffic: The Follow up

Things to know...

Daily Schedule - Monday thru Thursday

8:30-9:00am - Check in, breakfast, Suite 2500
9:00am - Class room work begins!
@1pm - Lunch on your own
6:00pm - Session concludes @2pm Thursday

MANDATORY that you bring...

• Own customer base
• Last 15-30 days service repair orders
• Last 30 days unsold prospects list

Dress code is business attire, every day.