How to
Sell Used Vehicles
| PROGRAM CODE |
SPUC-1 |
| PROGRAM DURATION |
1 day: 8:30 a.m. - 4:30 p.m. |
| WHO SHOULD ATTEND |
Salespeople and Sales Managers of all experience levels |
| PROGRAM OBJECTIVES |
- Provide salespeople and sales managers with modern and
effective sales procedures and closing techniques to effectively
sell more used vehicles
|
| PROGRAM CONTENT |
- Understanding the difference between used car and new car
buyers and what used car buyers really want in terms of the vehicle
and salesperson
- The phases of selling
- Establishing a used vehicle sales process
- How to deal with the issue of price and aggressive customers
during the "meet and greet"
- Critical qualifying questions for the used vehicle
customer
- How to move the customer into a "stock" vehicle
- How to present a used vehicle via a walk-around
presentation
- Effective demonstration drive guidelines for a used
vehicle
- The trial close
- Successful strategies for dealing with trade-ins in a positive,
non-confrontational manner
- Selling with a proposal
- Writing the deal
- Negotiation skills
- Overcoming objections and closing the sale
- Used vehicle delivery processes that create outstanding
customer satisfaction and dealership / salesperson loyalty
- Handling the in-coming sales ( e-mail ) call from Autotrader or
the internet
|
| INVESTMENT INCLUDES |
- $325 / Participant (group rates available)
- Comprehensive text-based manual
- Hand-outs
- Coffee, tea, refreshments
- Lunch
|
|
|
CLOSE OF THE
MONTH 
