Entry Level Sales
Program
This program has trained literally 1000's of successful
salespeople all over North America for over 17 years. The program
constantly changes and evolves to provide participants with the
industry's very latest and innovative modern relationship selling
skills, strategies and sales techniques to ensure a great start in
the industry and lasting success.
The program is divided into 4 distinct learning modules:
- Meeting, Greeting and Counseling Customers
- How to Make a Powerful Presentation and Demonstration
Drive
- Closing the Sale
- Understanding Leasing
| PROGRAM CODE |
ELSP-5 |
| PROGRAM DURATION |
5 days: 8:30 a.m. - 4:30 p.m. daily |
| WHO SHOULD ATTEND |
Salespeople with less than 1 year of experience or salespeople
with no previous formal training |
| PROGRAM OBJECTIVES |
- Provide participant with a structured sales process
- Teach participant presentation skills and modern closing
methods
- Teach participant leasing knowledge
|
| PROGRAM CONTENT |
MODULE ONE
- The 3 phases of the sale
- The 10 step Sales Process
- 5 reasons customers will not buy from us
- The customer's 3W's
- The issue of affordability
- The 4-3-2-1 concept of the sales department
- Meeting and greeting customers
- Dealing with the issue of price during the meeting and
greeting
- Building the relationship with the customer
- When, where and how to conduct a professional counseling
session
- Counseling / asking questions that determine your customer's
needs, wants and desires in a new vehicle
MODULE TWO
- How to select a vehicle from stock
- How to move a customer into a stock vehicle
- When, where and how to present the vehicle to your
customer
- Tailoring Feature, Benefit and Advantage selling according to
the interests of your customer
- The 6 Point Walkaround vehicle presentation
- How to get your customer involved in the presentation
- Facilitating a demonstration drive
- Recommended seating positions, demonstration drive route and
drive time with your customers
- When and when not to sell during the demonstration drive
MODULE THREE
- The trial or "transition" close during the demonstration
drive
- How to remove your customer's fear of commitment and have them
return to the showroom following the demonstration drive
- Selling your retail facility and other dealership services
- The Service Department "Walk Thru"
- Dealing with trade-ins in a positive, non-confrontational
manner
- Trial closing at your desk to gain a commitment
- How to present a payment-based proposal
- Processing, refining and overcoming objections
- Negotiation skills
- Writing the deal and closing the sale
- "Classic" closes for everyday use
- Manager "turnovers"
MODULE FOUR
- Leasing terminology
- Understanding the concept of a lease and how a lease is
constructed
- How to present a lease to your customer
- Understanding the five components that determine lease
payments
- Lease end options
- Understanding low km and high km leases
- Leasee responsibilities on a lease such as mileage and
damage
|
| INVESTMENT INCLUDES |
- $1185 / Participant (group rates available)
- All take-away materials
- Framed certificate of completion
|
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CLOSE OF THE
MONTH 
