Automobile Sales Training

The automobile sales training modules included in STAY ON TARGET are designed for both new and experienced salespeople and managers.

I receive the greatest number of requests for sales scripts or wording to help close the sale.

I always caution that you cannot close if you never open. What do I mean? Simple, really...

• Did you do a proper meet and greet?
• Did you do a thorough job of fact finding?
• Are you certain you showed the customer the right vehicle?
• Was your product presentation "World Class"?
• Did you overcome all objections?
• Did you walk around the customer's trade-in?
• Did you really ask them to buy?

Did you ask the single most important question in automobile sales? If you do not know what it is you can find it in Step 4 of the Road to a Sale.

Each of these, as you probably recognize, is a step in the Road to a Sale. Dealerships teach these steps to their salespeople. Where they fall short is in teaching the "WHY" of each step. There is a difference between knowing the mechanics of the step and knowing why you do each.

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