"The Drive to Sell Well ..."     


















 
New Hire Sales Course for Salespeople already Employed at a Dealership

This 3 week course in for those of you have been working at a dealership or have just been hired to start working at a dealership. The principles covered in this course will improve your sales techniques including how to find leads, present the vehicle to your customers most effectively, close the deal and, most importantly how to follow up with your customers to keep them loyal to you and your dealership!

 Course Objectives

  • How to customer prospect
  • A full understanding of customer psychology
  • How and why you do a proper introduction
  • How to ask contact questions
  • Vehicle presentations and demonstration drives and why
  • How to get the customer to your office after the test drive
  • How to sell the benifits of your dealership
  • How to ask for the Sale
  • How to fill out a worksheet
  • How to negotiate and close a transaction
  • A full understanding of leasing
  • How to handle incoming sales calls and the Internet
  • How to handle customer objections
  • An understanding of how to build rapport
  • How to do customer follow-up and why
  • Daily and monthly goal planning
  • Dealership etiquette
  • How to dress, talk and sell yourself
  • A new positive mental attitude

Course Outline

Week One

Monday  -  No Classes
 Tuesday  -  Customer Prospecting | Building Rapport | Psychology | Greeting
 Wednesday  -  Contact Questions | Vehicle Presentations | Role-Playing
 Thursday  -  Vehicle Demonstration Drive | Getting the Customer to the Office
 Friday  -  How to Sell the Dealership | How to Ask for the Sale | Role-Playing

Week Two

Monday  -  Using a Worksheet | Learning How to Negotiate | Role-Playing
 Tuesday  -  How to Close & Increase Gross Profit | Role-Playing
 Wednesday  -  How to Handle Customer Objections | Role-Playing
 Thursday  -  How to Educate the Customer on Leasing | Role-Playing
 Friday  -  Leasing | Financing | Business Office | Role-Playing

Week Three

Monday  -  Test Day | How to Handle Incoming Sales Calls | Role-Playing
 Tuesday  -  Telephone Techniques | Sales Follow-up | Daily Activity Plan | Goal Setting
 Wednesday  -  No Classes
 Thursday  -  No Classes
 Friday  -  Final Examination Day
  • Classes are 4 hours in duration
  • Proper Dress Code required every Friday
  • Students' final grades will be given to the Dealer Principal

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