Sales Training
Where it Begins
- Product Knowledge
- Professional Dress Code
- Body Language
With the proper training from Back to Basics, your team will learn a process which will allow them to reach and exceed their sales objectives.
Welcoming the Guest
- The Meet and Greet
- Stair Stepping
- There’s Always a Sales Event
The meet and greet is the first step of any automotive sale. There is already a stigma about dealing with a car sales rep/client advisor and a poor first impression can be disastrous.
Back to Basics will take you through the steps to overcome those stigmas and make each and every guest feel comfortable and at ease to ensure a much smoother sales process.
The Foundation
- Building Rapport
- Knocking Down the Wall
- Raising the Bar
Establishing rapport with your guests is essential and could mean the difference between converting a guest to client or not. It can also make the difference between a one time buyer or one who continuously returns and refers friends and family.
Let our team work with yours to show them how to build rapport and a list of life-long guests!
Comfortable or Uncomfortable
- The Test-Drive
- Open Ended Questions
- Introduction to Service
For many, the test drive is the moment of truth…the turning point that converts a shopper into a buyer. This is your guests chance to get behind the wheel and finally experience all the amazing features/benefits discussed in earlier parts of your interaction.
Back to Basics will teach you and your team proper test-drive etiquette that will create a positive experience, how to handle open ended questions, and seal more deals.
The Consumer Advocate
- Consumer Defense Mechanisms
- Introducing the Manager Early
- Overcoming Objectives
Car sales objections come in all shapes and sizes, at different points of the sale and can cripple sales if you don’t know how to address them.
Let our team help you successfully identify consumer defense mechanisms and navigate every objection to close more deals!
The Payoff
- Active Listening
- Setting up the Sale
- Setting the Appointment
- Closing the Deal
Closing the deal isn’t all that complicated but, if the approach is off, you could easily lose a sale.
Back to Basics can show you how to actively listen and understand your guest and turn more ups into sales.