Day 1

8:30-12:30 _ sales and _ management Handling Incoming Sales Calls

• The importance of being prepared
• Listening to how the competition is handling sales calls
• How to sound customer focused on the phone
• Using a work sheet on every call-The Customer Assistance Call Guide
• Handling Objections: 17 Ways to Handle Price
What is my trade in worth?
What would my interest rate be?
Used car ad calls (miles, payments)
• How to close on a specific, professional appointment
• How to make the managers confirmation call to double show ratios
• Appointment no-show follow-up call
• Establishing call process, setting benchmarks

1:30-5:30pm _ sales and _ management Handling Incoming Sales Calls

• The importance of being prepared
• Listening to how the competition is handling sales calls
• How to sound customer focused on the phone
• Using a work sheet on every call-The Customer Assistance Call Guide
• Handling Objections: 17 Ways to Handle Price
What is my trade in worth?
What would my interest rate be?
Used car ad calls (miles, payments)
• How to close on a specific, professional appointment
• How to make the managers confirmation call
• Appointment no-show follow-up call
• Establishing call process, setting benchmarks

530pm-Close Precision Trainer works one on one with both salespeople and managers in the showroom

Day 2
• Testing on previous days subject matter
• Review of previous days subject matter
• Role-play of Customer Assistance Call Guide
• All students role-play the following calls/word tracks: Handling price objections
Trade value?
Miles on pre-owned
Interest rates?
All other objections
• More testing based on current days curriculum

1:30-5:30pm _ sales and _ management Part 2 Handling Incoming Sales Calls

• Testing on previous days subject matter
• Review of previous days subject matter
• Role-play of Customer Assistance Call Guide
• All students role-play the following calls/word tracks: Handling price objections
Trade value?
Miles on pre-owned
Interest rates?
All other objections
• More testing based on current days curriculum

530pm-Close Precision Trainer works one on one with both salespeople and managers in the showroom

By the end of day 2, each attendee will have role-played several times. This enables them to have the confidence to use the word tracks when speaking with a real prospect. Managers are directed to role-play first. We believe in the old adage that the pace of the leader determines the pace of the pack. The salespeople buy-in faster when they see their managers role-play effectively. It is not uncommon for our clients to triple their current sold units from incoming sales calls after these first two days of phone training.

Day 3

• Testing on what salespeople are presently saying to unsold prospects
• Why people take more time to shop
• Information we should gather to improve follow up
• The call guide for calling back unsold prospects
• Handling objections word tracks
• Role-play new word tracks for handling objections
• Testing on new information
• When and how to follow up with owners
• The Referral Phone Call
• Building a client list/business
• Marketing ideas only the top pros know
• Setting benchmarks and goals for repeats and referrals

1:30-5:30pm - 1/2 sales and 1/2 management Unsold Floor Up Follow Up/Owner Base Retention

• Testing on what salespeople are presently saying to unsold's
• Why people take more time to shop
• Information we should gather to improve follow up
• The call guide for calling back unsold's
• Handling objections word tracks
• Role-play new word tracks for handling objections
• Testing on new information
• When and how to follow up with owners
• The Referral Phone Call
• Building a client list/business
• Marketing ideas only the top pros know
• Setting benchmarks and goals for repeats and referrals

530pm-Close Precision Trainer works one on one with both salespeople and managers in the showroom