The Road to the Sale Practice Flashcards

A set of vocabulary flashcards based on 'The Road to the Sale' training materials, covering the 10-step sales process, the 10-foot rule, amenities, needs analysis, and the FFB value-building model.

The Road to the Sale

A 10-step formulae and process that acts as the axis mundi for a sales consultant in turning a potential sale into a completed sale.

The 10 Foot Rule

A requirement that if someone passes within 10 feet of a sales consultant, they must be greeted, making eye contact and standing up if seated.

Open-Ended Question

A type of question used during the greeting to avoid one-word answers like "No!"; examples include "What brings you in today?" or "Who can I help you find?"

Fields Auto Group Facility Tour

A walk-through where the consultant shows the customer the Charity Wall, Service Waiting area, showroom, and Service Drive to demonstrate how the group is different.

Fields Sales Amenities

A list of perks for sales customers including complimentary car washes, internet work stations, a gourmet coffee bar and ice cream parlor, a children's play area, senior/student discounts, and free paintless dent repair.

Free Paintless Dent Repair (Terms)

An amenity limited to dings no larger than one inch in diameter (limit one per panel) within 90 days of purchase; not valid for pre-owned vehicles or paint damage.

Needs Analysis

The most important technical component of the sales process which involves qualifying the customer and understanding their emotional hot buttons and financial considerations.

Sales Funnel (The Hard Way)

A process where the consultant rushes to closing without understanding motivations, leading to an upside-down funnel where most time is spent haggling over numbers.

Elead

The software system where customer information is input once the Needs Analysis is completed.

Fraud Fighter

The tool used to scan a customer's driver's license during the point where the sales consultant checks in with the sales manager.

Hot Buttons

The handful of vital points representing a customer's main wants and needs, used to tailor the sales presentation.

S. P. A. C. E. D.

An acronym for the six main categories of customer hot buttons: Safety, Performance, Appearance, Comfort/Connectivity, Economy/Efficiency, and Dependability/Durability.

Appearance (Hot Button)

The number one stated reason a consumer purchases a vehicle, revolving around style more than any other single feature.

Performance (Hot Button)

A category covering vehicle dynamics, acceleration, off-road ability, hauling capacity, and range between fill-ups.

Economy/Efficiency (Hot Button)

A category referring to fuel efficiency, expected cost of ownership, or lower-priced vehicles with favorable value for the money.

FFB Model

A technique used to build value by presenting a Feature (what it is), a Function (what it does), and a Benefit (what it does specifically for the customer).

Feature (FFB)

The specific part or equipment on the vehicle, such as "blind spot monitoring."

Benefit (FFB)

The specific value the customer receives from a feature, tailored to their stated hot buttons.