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Taking Control of the Write Up
Professional Approach and Greeting Techniques
How to Build Rapport and Retain Customers
Asking Diagnostic Questions
The 4-Point Walk-Around
Every Car, Every Time®
The Invitation Techniques (getting the customer to ask YOU to present)
The Six Step Presentation
Scheduling the Next Visit
Plus many role-plays showing how the techniques and processes work
Advance Selling Techniques
Getting the Senses Involved
Getting the Customer Emotionally Involved
Creating Ownership
Immediate and Convincing Support
Bundle Selling
Displaying Showmanship
Demonstration Techniques
Selling the “Special” Flushes
Menu Sales
Tire Sales
Following-Up throughout the Day
Delivering the Vehicle
The Lot # 123 Technique
Installation Schedule
Plus many role-plays showing how the techniques and processes work
Goal Setting
What’s in it for you?
Role-Played Word Tracks
covering…
Alignments, Tire
Rotations, Wheel Balance, Brake Services, Brake Replacement,
Emission Services, Transmission Services, Tune Up, Differential Service,
Cooling System Flush,
Lube, Oil and Filter, Shock Replacement and Air Conditioner Services.
How to handle Objections
(each is role-played) Cost (10 versions), Car doesn’t pull or the car
handles fine,
Never did it this soon on my other car, The tires aren’t wearing, I’ll
take it to (wherever) because it is cheaper,
I never rotated tires on my other cars, I don’t have any of those
problems, I can’t afford your price,
I’ll wait until I get an alignment, My brakes seem fine, The pedal seems
okay, They don’t squeak, I’ll just wait until
they are worn, They have a better warranty, My vehicle runs fine, My mpg
is not down, My husband, boyfriend,
dad can do that, I never did it on my other cars, I have an extended
warranty in case it breaks, I don’t plan on
keeping the vehicle very long, It seems to shift okay, My vehicle runs
fine, I don’t notice my mpg being down,
The car starts fine, My (whoever) can do it, I’ve never had this done
before, I don’t hear any noise back there (2 versions),
I’ve never had a coolant related failure, My car never overheats and my
heater and defroster work fine,
I can do it myself with a garden hose, I have my oil changed at…, I’ll do
it myself, My car rides fine,
I can get it done cheaper (2 versions), It seems to cool okay (2
versions), we will bring it back in the spring,
How does it help my defroster and Why does it leak.
All of the role-plays
above are supported with a matching printed manual
30 Chapters including
Closing, Closing Strategies and Psychology of Closing have recently been
added.
25 Chapters have been
added on Instructing How to Manage and Implement the
Jeff Cowan's Pro Talk Processes and Techniques for long lasting results.
Our Online
Interactive Training is constantly being updated and the content is to
increase 200%
over the next 12 months. There will be further selling techniques and
strategies added as
well as new testing methods and specific training.
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