| Initial Phase of the Sales Process |
First Impressions
Attitude
Greeting and Reception |
| ------------------------------------------------------------------------------------------------------------------- |
| Counseling/Needs Assessment |
Building Rapport
Effective Communication
Listening Skills |
| ------------------------------------------------------------------------------------------------------------------ |
| Vehicle Selection |
Knowing Your Inventory
Selling Out of Inventory
Effective Selection Process |
| ------------------------------------------------------------------------------------------------------------------- |
| The Walk-Around |
Feature and Benefit Presentation
Controlled Walk-Arounds
Transition to the Demo |
| ------------------------------------------------------------------------------------------------------------------- |
| The Demonstration Drive |
Keys to a Superior Demo
Tips and Cautions
Trial Closing |
| ------------------------------------------------------------------------------------------------------------------- |
| Delivering the Initial Proposal |
Signals You Send
Responding to Objections
Negotiating Fundamentals |
| ------------------------------------------------------------------------------------------------------------------- |
| Responding to the 9 Most Common Objections including: |
"I Want to Shop Around"
"I've Got a Better Deal"
"I Want to Think About It" |
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| Negotiating Techniques |
Using Your Numbers (Not Theirs)
3 Step Negotiating Technique
T.O. To Management |
| ------------------------------------------------------------------------------------------------------------------- |
The Delivery Process
(And Beyond) |
Important Delivery Tips
Effective Follow-Up
Prospecting Strategies |
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