5-DAY ROOKIE SCHOOL
This school is designed to introduce new recruits to the automotive sales arena. It will guide them through the initial stages of the sale, orientate them to the industry and ensure that they have a basic understanding of the day to day workings of an automotive sales department.
To sign up for the 5-Day Rookie School Workshop, click here.
For more information on the 5-Day Rookie School Workshop, click here.
Day One
Introduction ( 9:00 - 10:30 )
- Attendee Introductions & Objections
- Introduction to "Road to the Sale"
Break ( 10:30 - 10:45 )
The Car Industry ( 10:45 - 12:30 )
- Understanding the Market Place & Consumer
- Key characteristics of the professional Sales consultant
- Total opportunity management
Lunch ( 12:30 - 1:30 )
Meet & Greet ( 1:30 - 3:15 )
- Opening lines that have impact on sales
- Creating a positive first impression
- Do's & Don'ts in the first 30 seconds
- Helping customers to buy
- Setting a game plan
- Handling most common objectives
- Role-play
Break ( 3:15 - 3:30 )
Qualification ( 3:30 - 4:30 )
- Question types
- Listening skills
- Key areas for qualification
- Importance of professional qualifications
- Handling most common objections
- Role-play
Review ( 4:30 - 5:00 )
- Prepare for meet & greet / qualification
Day Two
Role-play Initial Contact ( 9:00 - 10:30 )
- Group will be in pairs for Role-play session
Break ( 10:30 - 10:45 )
Evaluation of Customer Trade ( 10:45 - 12:30 )
- Why we evaluate early in process
- Difference between evaluation and appraisal
- Building credibility in used car manager and dealership
- Handling the "How much is my trade worth" question
Lunch ( 12:30 - 1:30 )
Presentation ( 1:30 - 3:15 )
- Landing customer on "The right car"
- Presentation game plan
- Features and benefits
- Presentation technique
Break ( 3:15 - 3:30 )
Features & Benefits ( 3:30 - 4:30 )
- What is a feature & benefit
- Examples on model line
- Building value through tailored feature and benefits
Review of Day 2 ( 4:30 - 5:00 )
- Prepare for feature & benefit presentation
- Role-play on day three
Day Three
Role-play Features & Benefits - Part I ( 9:00 - 10:30 )
- Each student to offer features & benefits of a vehicle in model line
Break ( 10:30 - 10:45 )
Role-play Features & Benefits - Part II ( 10:45 - 12:30 )
- Each student to offer features & benefits of a vehicle in model line
Lunch ( 12:30 - 1:30 )
Demonstration ( 1:30 - 3:15 )
- How to demonstrate
- Organizing various routes for demonstration
- Key elements in successful use of the demonstration process
- Using the demonstration to get customer commitment
- Handling most common objections
- Role-play
Break ( 3:15 - 3:30 )
Review of Days 1-3 ( 3:30 - 5:00 )
Day Four
Mastering the Objection - Part I ( 9:00 - 10:30 )
- Understanding objection handling
- Trial cases through sales process
- Pre-objection preparation
- Taking the Fear out of objection handling
- Role-play, Role-play, Role-play
Break ( 10:30 - 10:45 )
Mastering the Close ( 1:30 - 3:15 )
- Negotiation
- Closing techniques
Break ( 3:15 - 3:30 )
Questions & Review of Road to the Sale ( 3:30 - 5:00 )
Day Five
Guaranteed Phone Success! ( 9:00 – 12:00 )
Mastering Phone-Ups
- Maximizing the incoming call
- What works – What doesn't – and Why
- Soft sell – Smart sell
- Do's & Don'ts
- Setting Rock Solid Appointments
- 6 steps to the ULTIMATE Phone-up
- Live shopping of dealerships
- Taking Control & Proper Qualifying
- Motivating the Customer to Come in Today!
- The "Best Price Shopper"
- "What's my car worth"
- Lease Adv. – The mileage?
- Role play – Role play – Role play
Bring ‘Em Back To Buy
- Taking & maintaining control
- Overcoming "We're still thinking about it"
- Extracting the "Real" objection
- Current commitment level
- Calling the MISSED appointment
- Maximizing the "Lost" sale
- The "PR" or "CDR" callbacks
- Role Play - Role Play - Role Play
- Live Demonstration of Actual Calls via Speaker Phone!
Lunch ( 12:00 – 1:00 )
Guaranteed Phone Success ( 1:00 – 4:00 )
- Guidelines, Fundamentals & Psychology of Phone use
- Priority Calling
- What Calls Produce the Most Sales
- Incidental Contact
- Soft Sell - Soft Sell
- Utilizing Voice Mail & Answering Machines
- Best Times & Best Places to Call
- Role Play - Role Play - Role Play
Power Prospecting & Total Opportunity Management
- Follow-up or Foul up???
- 3-day follow-up call after delivery, made by our instructor LIVE on speaker phone
- Asking & GETTING referrals
- Effectively calling the referral
- Total Opportunity Management
- Maximizing the delivery process to obtain referrals
- Contacting "Orphan Owners"
- Role-play, Role-play, Role-play
- Live demonstration of actual calls via speaker phone!
Dealer / Management & Recap ( 4:00 - 5:00 )
To sign up for the 5-Day Rookie School Workshop, click here.
For more information on the 5-Day Rookie School Workshop, click here.
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