Rookie School
5-DAY ROOKIE SCHOOL
This school is designed to introduce new recruits to the Automotive Sales arena, it will guide them through the initial stages of the Sale, orientate them to our Industry and ensure that they have a basic understanding of the day to day workings of an Automotive Sales Department.
Day One
9:00am - 10:30
Introduction
- Attendee Introductions & Objections
- Introduction to "Road to the Sale"
10:30am - 10:45
Break
10:45 - 12:30
The Car Industry
- Understanding the Market Place & Consumer
- Key characteristics of the professional Sales consultant
- Total opportunity management
12:30 - 1:30
Lunch
1:30 - 3:15
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
3:15 - 3:30
Break
3:30 - 4:30
Qualification
- Question types
- Listening skills
- Key areas for qualification
- Importance of professional qualifications
- Handling most common objections
- Role-play
4:30 - 5:00
Review
- Prepare for meet & greet / qualification
Day Two
9:00 - 10:30
Role-play Initial Contact
- Group will be in pairs for Role-play session
10:30 - 10:45
Break
10:45 - 12:30
Evaluation of Customer Trade
- 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
12:30 - 1:30
Lunch
1:30 - 3:15
Presentation
- Landing customer on "The right car"
- Presentation game plan
- Features and benefits
- Presentation technique
3:15 - 3:30
Break
3:30 - 4:30
Features & Benefits
- What is a feature & benefit
- Examples on model line
- Building value through tailored feature and benefits
4:30 - 5:00
Review of Day 2
- Prepare for feature & benefit presentation
- Role-play on day three
Day Three 9:00 - 10:30
Role-play Features & Benefits - Part I
- Each student to offer features & benefits of a vehicle in model line
10:30 - 10:45
Break
10:45 - 12:30
Role-play Features & Benefits - Part II
- Each student to offer features & benefits of a vehicle in model line3
12:30 - 1:30
Lunch
1:30 - 3:15
Demonstration
- 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
3:15 - 3:30
Break
3:30 - 5:00
Review of Days 1-3
- Role-play, Role-play, Role-play
Day Four
9:00 - 10:30
Mastering the Objection - Part I
- Understanding objection handling
- Trial cases through sales process
- Pre-objection preparation
- Taking the Fear out of objection handling
- Role-play, Role-play, Role-play
10:30 - 10:45
Break
10:45 - 12:30
Mastering the Objection - Part II
- 100 objections, 100 solutions
- Handling most common objections
12:30 - 1:30
Lunch
1:30 - 3:15
Mastering the Close
- Negotiation
- Closing techniques
3:15 - 3:30
Break
3:30 - 5:00
Questions & Review of Road to the Sale
Day Five
Guaranteed Phone Success!
9:00 – 12:00
Mastering Phone-Ups
- Maximizing the incoming call
- What works – What doesn’t – and Why
- Soft sell – Smart sell
- Do’s & Don’ts
- Setting Rock Solid Appointments
- 6 steps to the ULTIMATE Phone-up
- Live shopping of dealerships
- Taking Control & Proper Qualifying
- Motivating the Customer to Come in Today!
- The “Best Price Shopper”
- “What’s my car worth”
- Lease Adv. – The mileage?
- Role play – Role play – Role play
Bring ‘Em Back To Buy
- Taking & maintaining control
- Overcoming “We’re still thinking about it”
- Extracting the “Real” objection
- Current commitment level
- Calling the MISSED appointment
- Maximizing the "Lost" sale
- The "PR" or "CDR" callback
- Role Play - Role Play - Role Play
- Live Demonstration of Actual Calls via Speaker Phone!
12:00 – 1:00
Lunch
1:00 – 4:00
Guaranteed Phone Success
- Guidelines, Fundamentals & Psychology of Phone use
- Priority Calling
- What Calls Produce the Most Sales
- Incidental Contact
- Soft Sell - Soft Sell
- Utilizing Voice Mail & Answering Machines
- Best Times & Best Places to Call
- Role Play - Role Play - Role Play
Power Prospecting & Total Opportunity Management
- Follow-up or Foul up???
- 3-day follow-up call after delivery, made by our instructor LIVE on speaker phone
- Asking & GETTING referrals
- Effectively calling the referral
- Total Opportunity Management
- Maximizing the delivery process to obtain referrals
- Contacting "Orphan Owners"
- Role-play, Role-play, Role-play
- Live demonstration of actual calls via speaker phone!
4:00 - 5:00
Dealer / Management & Recap
To sign up for the 5-Day Rookie School Workshop, click here. For more information on the 5-Day Rookie School Workshop, click here. |
