Sales Training Day 1

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Last updated 1:36 AM on 6/3/26
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11 Terms

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You have 100% control over 3 things:

  • Attitude

  • Skill Set

  • Work Ethic

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4 skills we need to master:

  • Make a friend

  • Find the right vehicle

  • Build value

  • Ask them to buy

3
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4 critical responsibilities:

  • Sell today’s customer NOW

  • Maintain high CSI

  • Maintain training

  • Follow-up

4
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6 Questions that need to be answered subconsciously:

  1. Is this the right buyer’s assistant?

  2. Is this the right dealership?

  3. Is this the right vehicle?

  4. Does it have the right features?

  5. Is this the right time?

  6. Price/Value?

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12 Steps to the customer experience (1-3)

  1. Meet & Greet

  2. Fact Find

  3. Selling Evaluation

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12 Steps to the customer experience (4-6)

  1. Sell From Stock

  2. Presentation & Demo

  3. Setting The Stage

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12 Steps to the customer experience (7-9)

  1. Start Write-Up

  2. Approach The Desk

  3. Negotiate Offer

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12 Steps to the customer experience (10-13)

  1. T.O Manager (T.O. means turnover)

  2. Log In Efforts

  3. Follow Up

  4. C.T.C.B (cash the check baby)

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3 keys to success

  1. Continue rapport building

  2. Investigate needs

  3. All parties present

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Goal of step 3:

Educate the customer on the condition and value of the vehicle that they are selling

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Who should be with you during step 3

All parties