Overview
- 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:
Fast Sales Training Center prepared this course with the most common terminologies, procedures and paperwork used on a daily basis by the sales department in an auto dealership.
Being an Auto Sales Associate who has mastered the sales process, you will be able to perform in your job easily and successfully. This training will give you a greater understanding of your responsibilities as an Auto Sales Associate and, will also build your confidence. Auto Sales Associates who are professional, versatile, and well-trained will hold a position as a leader and a strong expert in the auto sales industry.
This course was prepared to teach you how to improve your sales skills and sales process. It will guide you to have consistent experience and background knowledge, generating more sales, more closings, and more earnings for you.
It is very important and valuable for you to study and learn this material and to get familiar with the basic routine in the auto sales industry. This course will leave a positive impact on your performance and your manager will be pleased with your efforts.
Course Content
- INTRODUCTION
- 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
- 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
- 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
- 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
- Take care of your existing buyer and boost your sales
- Chapter 5 Quiz
- VIP appointment process
- Basic phone skills
- Working the Internet lead process
- Sending emails
- Chapter 6 Quiz
- How to handle the most common objections
- Chapter 7 Quiz
- The F&I Manager
- Definitions used in the F&I office
- Lease VS. Financing
- Most common F&I Menu products
- Chapter 8 Quiz
- Most common auto sales forms
- Chapter 9 Quiz
- How to be a successful Auto Sales Associate?
- Close more deals
- Key points to remember
- Chapter 10 Quiz
Curriculum
Instructor
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Course Features
- Lectures 2
- Quiz 0
- Duration 180 days
- Skill level All levels
- Language English
- Students 0
- Assessments Yes
