PROVEN TO BE THE BEST CHOICE FOR TRAINING NEWER HIRES OR ANY OPEN MINDED SALESPERSON PERFORMING BELOW THEIR OPTIMUM
“After a few years selling cars my dealer enrolled me in Duane’s Sales Champion Training, and I went almost immediately from 7 cars a month to over 20!” Chris Parnell, Sales Professional, VW
“I was new to the business when I took Duane’s Sales Champion Training, and within 6 months I was #1 in my store, and have been ever since!” Gerry MacDonald, Sales Professional, Dodge
- Pre-class assignment review
- Better understanding your customer and your job
- How Victim’s and Victor’s in sales differ
- Identifying different selling styles
- How to turn in-coming sales calls into appointments
- Dealing with people who won’t give their contact information
- Confirming appointments
- Turning no-shows into appointments that stick
- Following up unclosed prospect so the be-back comes back
- Disarming the customer at the greeting
- Profiling – questions to ask and those to avoid
- Selecting vehicles from stock
- Skills needed to sell from stock
- Homework review
- Customer centered vehicle presentations
- Making the demonstration drive exciting
- Understanding buying signals
- When and how to use lot closes
- Trial closing
- Processing objections during selling
- How to use a worksheet to close more sales
- Test review
- Presenting proposals and getting offers for both volume and gross profit
- Overcoming objections
- Exit strategies to turn a ‘no’ into ‘maybe’ and a ‘maybe’ into ‘yes’
- Sales Manager turnovers
- How to follow-up unclosed prospects
- How to pursue and attract business at incredible levels
- How to get to an appointment a day within 6 months!
- Business office role and turnovers
- Vehicle delivery
- How to be favorably memorable and guarantee maximum repeats and referrals
An emphasis is placed on skills building and objection handling through mentor based role-play at every step in the process. Extensive feedback to sales management provided. Showroom support tools are presented.
Who should attend: Newer hires or any open minded salesperson performing below their potential.