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The How

The Psychology of the decision
transition and flow
nuts and bolts
The "How" is easy.

These are the methods and mechanics necessary to accomplish the goal. They are (mostly) as follows:


The Road To The Sale:

How to meet and greet

How to qualify

How to present and demonstrate

How to do the silent (or interactive, if you prefer) trade walk

How to present the financial proposal

How to negotiate

How to close

How to do paperwork and deliver the car


Then all the in-between stuff:

How to bypass price initially, so you can get to the good stuff

How to transition from lot to office

How to ask open ended questions

How to ask closed ended questions

How to tell the difference between questions and objections

How to recognize objections vs conditions

How to use tie-downs and trial closes

How to transition from a demo drive to "the numbers"

How to rephrase price into "good deal" or "good decision"

How to rephrase price into budget

How to refocus when closing

How to create urgency

How to stick with the starting price

How to understand incentives

How to continue the conversation when the customer is leaving

How to let a customer leave, the right way

How to optimize the odds of delivering to bad credit


And then of course all the extra stuff:

How to build rapport (and what rapport actually is)

How to understand mirroring and matching

How to influence the customer's emotional state and keep them feeling positive

How to utilize Heuristics (mental shortcuts) to build trust and increase the speed of doing business

How to handle the "special customer" (no time, lost leader special, checkbook slappers, killing time, one shot, lower my payment, etc)

How to get the customer to SIGN the buyers order (and why it matters)

How to set up the back end

How to follow up

How to prospect

How to create a social media following

How to generate referrals

How to take an inbound sales call

How to write an engaging email response to an internet lead

How to set an appointment that will show

How to get them to the store when all the want is the "best deal"

How to sell in stock instead of locates

How to approach a service customer for a vehicle upgrade

How to make sure they understand their trade value (and why it's never enough)

How to do a video walk-around

How to conduct a  virtual appointment

How to manage your day

How to get your head straight

How to deal with your manager

How to deal with your co-workers

How to increase your confidence

How to set goals

How to measure your progress


And then some random stuff:

How to avoid "The Pride of the Salesman" (when they're ready, they'll call me)




Like we said, easy stuff. We tell you how, and you go do it. The problem is, nobody can remember it all. Which is why it's all well and good to practice, but you need more than just "how." You need a system of thinking that accomplishes all this without having to memorize word tracks. 






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