Road to the Sale
Proactive Dealer Solutions offers the most comprehensive, real-world Road to the Sale training available in the industry today.
We cover every aspect of the sales process to ensure that both new hires and veterans alike have a complete understanding how to effectively process each and every customer they encounter.
After completing our 3-Day Road to the Sale workshop, participants will have a complete understanding of the sales process.
To sign up for the 3-Day Road to the Sale workshop, click here. For more information on the 3-Day Road to the Sale workshop, click here.
Meet and Greet:
How to conduct a professional Meet and Greet
Qualifying:
The right questions to ask to gain control, build rapport and establish needs
Land in Stock:
Vehicle selection - how to land them on the right car the first time
Pull from Stock:
How to present an effective tailored vehicle presentation highlighting customers' hot buttons and/or concerns
Demonstration Drive:
Why everyone needs to drive, and how to get them to do it
Recap the Window Sticker:
How to effectively trial close and ensure proper vehicle selection prior to write-up
The Write-up:
How to perform a write-up and get a commitment to buy “Now”
Turn Over:
How to perform a proper T/O
Paper Work:
Every attendee will be taught how to properly complete a Negotiating Worksheet, Credit App., Trade Appraisal and We Owe
Follow-up:
Every attendee will be taught the "why" and the "how" of proper follow-up on unsold and sold opportunities using our “Daily Action Plan” system
We don’t teach just the "theory" of selling, but the actual real-world techniques used by the top car sales professionals in the industry.
Road to the Sale Workshop Outline
Module 1:
Meet and Greet
- Welcome the customer to your dealership
- Give your "30 second commercial"
- Read the customer and quickly establish rapport
- Your customer can relax if you appear relaxed
- Address your buyer formally as "Mister" or "Mrs." until you have achieved the level of rapport to call them by their first name
- Pace your rate of speech to the customer’s rate of understanding
- Lead the buyer into the next step
Module 2:
How to Qualify
- This is the most important phase of the sale
- Discovering the difference between Qualifying and Interrogating
- How to use proper qualifying to gain your customer's confidence
- How to use effective questioning techniques to get the information you need to tailor the rest of the sale
- Using good empathic questioning skills to build relationships, trust and rapport
- All prospects want to buy from someone who gives the time and skill to interpreting and properly meeting their needs, this could be you!
Module 3:
Presentation & Demonstration
- Build value to justify price
- Generate interest and a desire to buy now
- Apply your value proposition to match customer-defined value
- Reinforce and elaborate on wants
- Focus your presentation to say, "Here’s what you said you wanted"
- How to conduct objective appraisals
Module 4:
Demonstration Drive
- People believe what they feel and experience
- Create a mental picture of ownership in the buyers mind
- Price becomes less of an issue as perceived value increases
- Motivate buyers by producing a believable contrast between what he is now driving and what he wants to own
Module 5:
Handling Objections
- Handle objections with ease and use them as opportunities to close the sale
- Recognizing objections by type
- Determine which objections are productive to answer and which are not
- Form appropriate responses to objections using a four-step procedure
- Handle objections positively
- Be confident in handling the Top 10 Objections
- Use objections to move the sale along
Module 6:
Closing
- Understand what closing is and what it is not; gauge how well you have carried out the entire process by your customer's readiness to close
- Recognize when the customer is ready to make a decision
- Use trial closes to define closing opportunities
- Develop closing objectives that meet both the needs of your customer and your need to make the sale
- Develop a variety of approaches that facilitate customer decisions
Module 7:
Putting It All Together
- Apply the core skills that you have been learning throughout the program
- Getting the paperwork right the first time
- Re-enforce your skills through role playing
- Prepare your own Action Plan for long-term follow-up
To sign up for the 3-Day Road to the Sale workshop, click here. For more information on the 3-Day Road to the Sale workshop, click here.
Back to Top
