• Understanding the automotive industry and how a client-focused approach to selling follows success principles.
• Eliminate negative preconceptions and develop a personal success formula.
• Help participants understand the buyer decision process. Unlock why buyers behave as they do.

• To have participants see how our selling best practices exactly mirror the client decision-making process.

• Participants will understand the importance of taking a leadership role in the buying cycle.

• Participants will have an understanding of how to conduct a proper Introduction and Transition to the Consultation.
• Participants learn word tracks to identify the shopper who has already selected a vehicle from online research.
• Participants learn how to prepare for and introduce themselves to a BDC-generated appointment.

• Participants will be able to conduct a proper consultation to get an understanding of the client’s needs, lifestyle, budget, and vehicle requirements.
• Participants learn to adapt their approach to meet the needs of a customer who has conducted online research prior to their visit.
• Participants will be able to find the right selection or confirm a selection that a customer has already made, based on his or her needs and available stock.
• How to effectively transition to the presentation.

• Participants will understand how to present and personalise a vehicle’s features, advantages, and benefits based on the customer needs and wants.

• Participants learn a planned approach to the demonstration.
• Transitioning to Build Added Value.

• Be able to answer the question “Why should I buy here?” and build value in the dealership.
• Be able to transition to Information Review.

• Understanding how to confirm mental ownership.
• Understanding how to maintain leadership.
• Understanding the customer’s Terms to Own, and why this should be agreed upon preceding figures.
• Understand and develop skills on gathering information for the worksheet/proposal and working with trades.

• To get a practical application of the skills of the Terms to Own.

• Participants learn to develop skills around presenting figures and justifying trade value.

• Participants learn how to professionally respond to Objections and solve problems.

• Participants learn how to professionally involve a manager when difficulties arise.

• Participants learn a professional and effective turnover process.

• Participants learn how they participate in the professional delivery.
• Participants understand the delivery is not the end but the start of a long-term relationship.
• Participants learn how to position the customer for referrals and leverage the customer’s social media.

• Participants learn how professionals develop their own traffic and repeat business.
• Participants quantify what their effort in locating opportunities is worth to them.

• Participants understand the value of personal accountability and self-analysis.

• This will help me sell at least one more car a week!
• Liked all about it
• First part of the introduction was super interesting
• I've been doing some things the hard way. Cant wait to get back to work and try some new techniques.
• I think learning about “self-solving" in objection handling was really good
• The way it motivates and change my closing style
  Very realistic Role Play sessions
• Skill of closing sales / Dealing with customers using a proper way
• Handling the trade objections
• The self introduction style
• The way it motivates and improves
• How to present and lead the customer
• Role-play sessions
• I can learn all the steps and the way to talk to the customer more confidently

What would a strong testimonial from you say

• Helpful to me and I'm looking forward to the next course!
• I will sell 3 more cars a month because of this course
• Great course / great instructors
• All the consultants should learn from you guys
• This will certainly improve my knowledge in the future
• Thank you so much, this helps me a lot