ecar sales portal

1. Ninety per cent (90%) Attitude - if you believe it works, it does. 2.How, when, where and why to do business with you. 3.A very professional procedure that creates a sense of urgency in both you and your Customer. 4. Puts the sales associate in a position of "Trust and Confidence" in the Buyer's mind. 5. Ask for their business. It's a right that you earn, as a result of giving your Customer a totally unique buying experience. 6. Work for the Customer. Don't be motivated by selfish gain. 7.Work from the selling price. You can always come down but you can't go up. 8. Avoid weak and negative comments and/or statements. Be positive no matter what they say or do. Expect good results, you get good results. 9. Start all your closing efforts from the Sales Desk. Don't get caught up in "Fender Trading" in the parking lot. You'll never win. ecar sales training

Never initiate negotiations by asking the Buyer what it will take to do business. Always start negotiations by making a proposal. Never ask the Buyer if he/she will do business if figures are right. Always assume ownership and enter negotiations with the attitude of agreement. Never let Buyer start negotiations by telling you what it will take to do business. Always encourage the Buyer to keep that information to him or herself. Never make an excuse for not entering into negotiations. Always (100%) enter into negotiation stage. Never start negotiations verbally. Always use write up sheet/Buyer's Agreement and write all proposals. Never start with discounted price or reduced price. Always start negotiations with suggested price or more. Never move first after initiating proposal. AIways start negotiations by introducing add-ons. Never over react or take objection personally. Always wait for reaction/feedback to first proposal. Never let negotiations cease due to ...

1.Do you have "Control of your Customer?" Why, what, when and how to do business "Now?" 2.Has Customer driven our car? What comments were made? Likes-dislikes? Have you sold the value of our product and not the price? 3.Has the Customer visited the Service Department and been told of the dealership's history? 4.Are all deciders present? Who and Where? Can we get them, if needed, in person or by telephone? 5.Customer seated and relaxed with coffee or soft drink? Do they have your Evidence Manual and/or Facts Book? 6.Did you do an effective and thorough Trade-in Evaluation and drive with Customer? Do we have a payoff? How much? When is next payment due? 7.Has the seed for cash been planted? "Cash is King" 8.Tell me about your Customer. (F.O.R.M.) Family, Occupation, Recreation, Motivation to do business now! Have you identified their "HOT BUTTON?" 9.Have you selected a vehicle in stock? Has your Customer made statements or commitments...

Pre-sale is over. If you've done your job to this point (established empathy, presented and demonstrated your product, driven the Trade-in, reached agreement on a vehicle, "IN STOCK"), this is the time to start your closing efforts and bring out any and all objections and points of question. REMEMBER: Unless you are ready to close, get commitments and money from the Buyer "TO DO BUSINESS NOW", you are only a "PROFESSIONAL VISITOR." To this point, all your efforts have been made to eliminate fear of loss, but there still is the mystery of "What is it going to cost?" Be careful here not to display too much enthusiasm. It could be misunderstood as pressure and have negative impact on the Buyer. THE PROFESSIONAL SALES ASSOCIATE MUST BE: 1.An Actor...you're on stage - perform! 2.A Psychologist...skillful questioning 3.A Reporter...gather and give information 4.A Chaplain...careful listening 5.A Tiger...be persistent Your emotions must ...

Is the vehicle READY to be presented & demonstrated? You MUST be in the vehicle during the demo drive! You should always drive FIRST! Trade drivers in a QUIET and SAFE route! Always take a test drive on a PRE-PLANNED route! Always take RIGHT turns! Maintain CONTROL at all times! Play it SAFE at all times! Make a photocopy of the Buyer's DRIVER'S LICENSE! ecar sales training

A selling drive must be your product in action and creating a desire of ownership. Never ask a Buyer, "Would you like to drive the car?" or "Have you driven this car before?" Assume they're seeing it for the first time and enthusiastically present your product. The drive should also include the type of conditions they will operate the new car in. If they drive on the highway or in the city, let them try it out under their normal conditions. Your Buyer must envision the vehicle under the same conditions that they will use the product after purchase. ecar sales training

1.Obtain Vehicle Condition Report from the Desk. Complete the top portion with the buyer and proceed to the vehicle for further evaluation. 2.At the car, ask the Buyer to give you the odometer reading. Make sure they look at the odometer and give you the exact mileage. There's a reason for this that will be discussed ahead. 3.3. Say to Buyer, "let me get some additional information on your car, since I must check with our "Used Car Buyer" for a price. 4.Start going over each question on the trade evaluation form and be specific. (This will aid the used car manager in putting a fair market value on the vehicle.) 5.Check entire vehicle for defects. Do not run it down. DO NOT DISCUSS COST OF REPAIRS! Touch the tires, rust, damaged areas-but don't say anything. The Buyer will tell you about their vehicle without you asking direct questions. 6.Remember to check the operation of all equipment, i.e. power options, stereo, air conditioner, etc. Look the interior o...

When doing this presentation, you're "SHOWING AND SHARING" very important information with your buyer. Performance, Maintenance, Dimensions and Capacities are all items they deserve to know about. You could also touch on Product-Benefit items here but save that for Step Five and Six. Right now your goal is to impress your buyer with your product knowledge and get them excited about ownership of the car you are selling them. Watch their "TRUST AND CONFIDENCE" barometer rise. Make sure you know your vehicles, all models and trim levels. Make a detailed presentation with many specifications. Be visual when presenting your product. Move around the vehicle. Do not stand in one place and just tell. SHOW AND SHARE! ecar sales training

Automakers are loading their cars up with advanced new safety technology as a way to make their cars stand out in an increasingly crowded market. Safety is gaining in importance to the American consumer at a very fast pace. Starting in 1990, all cars, by Federal Law, must have some form of passive restraint, such as "Automatic Seat Belts" and/or an "Air Bag." In presenting safety, be aware that your Buyer does have real concerns. Don't assume safety isn't important and wouldn't be a buying factor-it is! Why Present Safety? 1.Security and Self-Preservation 2.Create Interest-Builds Desire to own 3.Aids in justifying the investment 4.Is an "Emotional" deciding factor 5.Resale Value 6.Distinguishes you as a "PRO" Use the "17 Point Safety Presentation" as it applies to your particular car. Be sure to keep your presentation moving and informative. Role-play this presentation with your fellow salespeople whenever you ha...