What is a DealershipLife Kickstart Event?
This 3-day event will supercharge your sales force with the inspiration that comes from new insights.
Through a process of guided discovery we will break down the traditionally-accepted process of selling and reassemble it to mirror the psychology of large purchase decisions. The result is a sales process that flows naturally and feels easy. We help your sales force discover and understand their purpose, which is to guide others through the process of making big decisions.
Day One:
Discovery Sessions for Sales Consultant can be completed with the entire dealership or broken up into several groups, depending on the size of your sales force. These are high energy, facilitated discussions that run on collaboration and group input. We will discover the 5 Pillars of the Customer's Buying Decision, the 3 Pillars of Salesperson Belief, and the Law of the Line. These core elements are the framework for a meaningful setup and a constructive close. This session is the first step in discovering how to guide your customers to a confident purchase decision.
Discovery Sessions for Managers will focus on reinforcing the learning of sales consultants. Emphasis is placed on coaching to understand the customer's position in the decision-making process, and how to utilize the information gathered from sales consultants to promote constructive closing. Whatever your management role, you probably take a T/O - maybe on every customer, maybe just occasionally. Learn what you need to know from your sales consultants to set yourself up for success.
As a group we will draft the crucial questions that are indispensable to our process of guiding the customer through their purchase decision. Along with key elements from your dealership's road to the sale process, these questions will be outlined on a Discovery Sheet that will be used as part of every customer interaction. The Discovery Sheet will be a non-negotiable process guide, used at every key moment in the sales interaction. It will be customized to your dealership, drafted by your salespeople, formatted by your management, and agreed upon by everyone involved. Because your team built it and agreed on it, your team will use it willingly. The Discovery Sheet will be your tool of learning reinforcement as we build momentum into Day Two.
Day Two:
Time to put learning into action. Day two should preferably be scheduled to fall on one of your busiest selling days to maximize your practice opportunities. Our Facilitator will observe your new process and participate as necessary to offer encouragement and assistance. Our Facilitators COME FROM YOUR WORLD. These are former sales managers with proven track records of leading their teams to success. They will help ensure that everyone on your sales force is asking the right questions so you can maximize every opportunity and take your team to the next level.
Day Three:
Recap day. This is a morning of discussions about what's working, what needs tweaking, and how to make the most of your new sales process. Options for additional workshop sessions will be offered according to your preference. Topics could include:
Through a process of guided discovery we will break down the traditionally-accepted process of selling and reassemble it to mirror the psychology of large purchase decisions. The result is a sales process that flows naturally and feels easy. We help your sales force discover and understand their purpose, which is to guide others through the process of making big decisions.
Day One:
Discovery Sessions for Sales Consultant can be completed with the entire dealership or broken up into several groups, depending on the size of your sales force. These are high energy, facilitated discussions that run on collaboration and group input. We will discover the 5 Pillars of the Customer's Buying Decision, the 3 Pillars of Salesperson Belief, and the Law of the Line. These core elements are the framework for a meaningful setup and a constructive close. This session is the first step in discovering how to guide your customers to a confident purchase decision.
Discovery Sessions for Managers will focus on reinforcing the learning of sales consultants. Emphasis is placed on coaching to understand the customer's position in the decision-making process, and how to utilize the information gathered from sales consultants to promote constructive closing. Whatever your management role, you probably take a T/O - maybe on every customer, maybe just occasionally. Learn what you need to know from your sales consultants to set yourself up for success.
As a group we will draft the crucial questions that are indispensable to our process of guiding the customer through their purchase decision. Along with key elements from your dealership's road to the sale process, these questions will be outlined on a Discovery Sheet that will be used as part of every customer interaction. The Discovery Sheet will be a non-negotiable process guide, used at every key moment in the sales interaction. It will be customized to your dealership, drafted by your salespeople, formatted by your management, and agreed upon by everyone involved. Because your team built it and agreed on it, your team will use it willingly. The Discovery Sheet will be your tool of learning reinforcement as we build momentum into Day Two.
Day Two:
Time to put learning into action. Day two should preferably be scheduled to fall on one of your busiest selling days to maximize your practice opportunities. Our Facilitator will observe your new process and participate as necessary to offer encouragement and assistance. Our Facilitators COME FROM YOUR WORLD. These are former sales managers with proven track records of leading their teams to success. They will help ensure that everyone on your sales force is asking the right questions so you can maximize every opportunity and take your team to the next level.
Day Three:
Recap day. This is a morning of discussions about what's working, what needs tweaking, and how to make the most of your new sales process. Options for additional workshop sessions will be offered according to your preference. Topics could include:
- Phone Ups that Get Appointments - understanding the power of the phone and how to use it like an assassin
- Internet Lead Handling - What's really going on in the customer's mind and how to break through the clutter
- Advanced Closing (a deep dive) - how to set it up and how to keep the conversation going
- Rapport - what it really is and how to create it with your customers
- Key Transitions - words and phrases to get you un-stuck in those awkward in-between moments
- Prospecting - why it actually sucks and what to do instead to get more business
- The Happiness Advantage - how positive thinking improves your life and what to do to get yourself there
- The Science of Achievement and the Art of Fulfillment - end the suffering of the mind and embrace appreciation