- Learn the most common forms used in the auto sales process
- Learn the basics for a successful auto sales phone call
- Understand the 10 Steps to the Sale
- Understand the showroom language
- Build a long and strong relationship with your clients
Discover:
The Essential Auto Dealership Guide was created by people who’ve been in the auto sales industry for over decades and understand the dealership philosophy and routine. We created and developed our online courses using the showroom language, taking the burden away from the sales managers, and we prepare our candidates not only to close the sale, but also to embark on building a long and strong relationship with each of his/her customers-based trust. Now we’re bringing all of that essential info and putting it in one guide.
Memorize the roles and responsibilities of each job in the Auto Sales industry. Learn the four customer personality types and how to deal with them. Understand the various forms used in the dealership and when to use them.
Course Module
INTRODUCTION
- INTRODUCTION
CHAPTER 1: THE AUTO SALES INDUSTRY
- Auto dealership definition
- Auto dealership history in the United States
- Who was William E. Metzger?
- Auto dealership organization
- Auto dealership sales department organization
- Chapter 1 Quiz
CHAPTER 2: THE AUTOMOBILE SALES ASSOCIATE
- Auto sales associate job description
- Auto sales associate responsibilities
- Auto sales associate duties
- Auto sales associate desired skills
- Skills to become a winner
- Auto sales associate daily standards
- To-do list for the first day at a new job
- Chapter 2 Quiz
CHAPTER 3: THE BUYER
- Who is the buyer?
- Motivational Hot Buttons.
- Why do buyers buy?
- The Four C’s of Selling
- The 4 customer personalities
- Do you know your buyer’s expectations?
- How should you communicate with your buyer?
- Transactional Analysis
- 4 steps to communicate with your buyer properly
- Chapter 3 Quiz
CHAPTER 4: THE 10 STEPS TO THE SALE
- What are the 10 Steps to the Sale?
- 10 Steps to the Sales summary
- Step 1: Meet and Greet
- Rapport building
- Power greetings
- Step 2: Qualifying the Buyer
- Needs Analysis Interview – Build your buyer’s profile
- F.O.R.M
- Needs Analysis Form Sample
- Step 3: Presentation
- The three walk-around
- The right vehicle presentation
- Presentation tools
- Step 4: Product Selection
- Trim level X features presentation
- The secret of a professional presentation
- What if you don’t have the desired vehicle in stock?
- STEP 5: Demo Drive
- 100% Demo Drive
- Demo Drive – Prove your product in action
- Demo Drive steps
- Rules to a safe and effective demo drive
- Key factors to a successful vehicle presentation/demonstration
- Step 6: Trade-In Evaluation
- What is the objective of the trade-in step?
- Trade-in evaluation process
- Trade-in evaluation interview
- Step 7: Pre-Close
- Prepare to justify the value
- Recap the product
- Objections
- Are you prepared to close?
- Step 8: Close
- Common questions from the sales desk
- Rules of Negotiation
- The buyer will not commit to buy today
- Step 9: Introducing the F&I and Service Departments
- Understand the Financial Services Process
- Documents and paperwork required
- Presenting the Service Department to the buyer
- Service walk – Point features
- Step 10: Delivery
- Chapter 4 Quiz
CHAPTER 5: FOLLOW-UP!
- Take care of your existing buyer and boost your sales
- Chapter 5 Quiz
CHAPTER 6: VIP APPOINTMENT – PHONE AND INTERNET SKILLS
- VIP appointment process
- Basic phone skills
- Working the Internet lead process
- Sending emails
- Chapter 6 Quiz
CHAPTER 7: AUTO SALES OBJECTIONS
- How to handle the most common objections
- Chapter 7 Quiz
CHAPTER 8: THE F&I DEPARTMENT
- The F&I Manager
- Definitions used in the F&I office
- Lease VS. Financing
- Most common F&I Menu products
- Chapter 8 Quiz
CHAPTER 9: THE AUTO SALES FORM LIBRARY
- Most common auto sales forms
- Chapter 9 Quiz
CHAPTER 10: BE THE # 1
- How to be a successful Auto Sales Associate?
- Close more deals
- Key points to remember
- Chapter 10 Quiz
About Instructor
Not Enrolled
Course Includes
- 2 Lessons
Login
Accessing this course requires a login. Please enter your credentials below!
