The Road to the Sale

• Day 1 – After briefing management, we’ll get right into the key components of sales success.
• Next we’ll get into meeting and greeting the prospect.
• Your introduction could be costing you dearly.
• We talk about empowering your prospect and putting the buyer in control and then we’ll get into some Role-playing.
• After lunch we’ll learn the importance of qualifying the prospect, again followed by some Role-playing.
• We’ll end the day by discussing how to successfully handle the “trade-in” proposition and then summarize by reviewing the day’s material and key findings.



• Day 2 – We’ll begin with how to present and build value into the product and we’ll Role-play key elements.
• Next we’ll get into how to effectively demonstrate and how to handle objections followed by Role-playing.
• After lunch we’ll get into objection handling during the negotiation phase with lots of Role-playing again.
• After a short break we’ll get right into closing the sale and take a look at number of different techniques.
• To wrap things up we’ll review the day’s material and then review the entire course material through Role-playing on each of the topics covered.

• Introduction To Road To The Sale
• Attendee Introductions & Objectives
• Understanding the Market Place & Consumer
• Key Characteristics of the Professional Sales Consultant
• Total Opportunity Management

• Meet & Greet
• Opening lines that have impact on sales
• Creating a Positive first impression
• Do's & Don'ts in the first 30 seconds
• Helping customers to buy
• Setting a game plan
• Handling most common objectives
• Role Play

• Question Types
• Listening skills
• Key areas for qualification
• Importance of professional qualifications
• Handling most common objections
• Role Play

• Why we evaluate early in process
• Difference between evaluation and appraisal
• Building credibility in used car manager and dealership
• Handling the "How much is my trade worth" question

• Landing customer on "The Right Car"
• Presentation game plan
• Features & Benefits
• Presentation technique
• Building value through tailored feature & benefits
• Role Play key elements

• How to demonstrate
• Organizing various routes for demonstration
• Key elements in successful use of the demonstration process
• Using the demonstration to get customer commitment
• Handling most common objections
• Role-play

• Understanding objection handling
• Pre-objection preparation
• Taking the fear out of objection handling
• Role-play - Role-play - Role-play

• Negotiation
• Closing Techniques