Learn to sell naturally
Welcome to the DealershipLife Sales Seminar. The focus of the seminar is understanding the psychology of large purchase decisions, and how to ask the right questions to effectively guide a prospect to a decision. Salespeople using these methods see increases in closing ratios, gross profit, customer satisfaction and loyalty.
Sales Consultants will come away with an understanding of the psychology of purchase decisions, and a process book full of helpful guides and
Topics covered:
Sales Consultants will come away with an understanding of the psychology of purchase decisions, and a process book full of helpful guides and
Topics covered:
- Closing Constructively - envisioning every possible stall/objection, and how to plant the seeds of solutions early on.
- Understanding the Law of the Line (the moment you present financials and ask for the business), and everything that needs to come first.
- The Five Pillars of the psychology of the prospect’s decision, and how to address each so you can close constructively.
- Change - what are the problems, how bad do they hurt?
- Timing - where's the urgency? Providing reasons do do business now, without being perceived as pushy.
- Spend - what's the hope for gain, what's the fear of loss?
- You (brand, dealership, you) - building trust on your brand, your store, and establishing yourself as an expert
- Vehicle - what's the unique value that matters to the customer, is on the car, and can't be duplicated?
- The 4 Pillars of Salesperson Belief, and how to keep your head straight.
- I can sell everyone (I can get everyone to a decision, and deliver everyone that can buy).
- I have a vehicle that fits the prospects wants, needs, and budget.
- If anyone in town can get a deal done, it's us. I believe in our deal.
- I can always do better - I celebrate successes but I'm always pushing forward.
- Rapport as power - what it really means and how to create it quickly.
- Matching perception with reality, as it applies to trade-ins. Elimination objections through shared understanding.
- Key Transitions and how to manage them effectively (internet to phone, phone to appointment, lot to office, office to demo, demo to proposal, etc).
- Presenting financials and closing constructively the first time, without going back and forth to management.
All attendees will receive complimentary access to the DealershipLife online Foundation Course ($299 Value)
About the System:
Hailed as “a whole new perspective,” our system gives prospective buyers the control they want, while ensuring they're empowered to arrive at a confident buying decision. We specialize in providing newer salespeople with the foundational mindset required for success in sales, along with the skills training to put their knowledge into action. Experienced salespeople will gain a fresh perspective and a greater understanding of the psychology of the purchase decision, ultimately improving close rates. We provide the knowledge, understanding, and skills to engage prospects from contact to close. |
About the Facilitator:
I'm Benjamin Dykstra, a native of Kalamazoo, MI, a husband and father of four, with 10+ years experience in automotive retail. Most recently having worked with the DeNooyer Automotive Family, I've held positions as a Sales Consultant, BDC Mgr, Closer, Floor Manager, Pre-Owned Sales Mgr, General Sales Mgr, and Trainer. I founded DealershipLife.org out of a passion for development and training in automotive retail sales. See the story here. |
"DealershipLife exists to elevate the performance and public perception of automotive retail through sales education and skills training.”
Seminar Registration: Closed
All attendees will receive complimentary lifetime access to the DealershipLife online Foundation Course ($299 Value)
Boxed lunch will be provided by 600 Kitchen and Bar
Boxed lunch will be provided by 600 Kitchen and Bar