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.
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.