Training Programs
From $200 / participantA high-impact, 6–7 hour training designed to rebuild sales discipline, reinforce customer-focused selling, and sharpen closing ratios through the 10 Steps to a Sale.
What This Training Accomplishes
This one-day intensive is built for dealership sales teams that need a disciplined reset. It reinforces the 10-Step structured selling process, rebuilds customer-centered habits, and gives salespeople the tools to execute with more consistency and close with more confidence.
Expected Outcomes
- 01
Improve process consistency across the team
- 02
Increase customer trust and genuine engagement
- 03
Strengthen closing confidence at every stage
- 04
Identify and address individual weak points
- 05
Recommit to transparent, structured selling
6–7 Hours of Focused Training
Day at a Glance
Every step reinforced. Every habit rebuilt.
The 10 Steps to a Sale
Meet & Greet
Build instant rapport and make a memorable first impression that sets the tone for the entire sale.
Needs Assessment
Ask the right questions to uncover what the customer truly wants, needs, and can afford.
Land on a Vehicle
Guide the customer to the vehicle that matches their needs — building value before price enters the conversation.
Feature Presentation
Present benefits using the FAB method (Feature, Advantage, Benefit) to make every feature personally relevant.
Demo Drive
Let the customer experience ownership. The demo drive is where emotional connection is built.
Write-Up
Transition smoothly from demo to desk with confidence, setting the stage for negotiation.
Negotiation
Handle objections with transparency, structure, and discipline — never pressure, always partnership.
Delivery
Make the delivery memorable. A great delivery builds loyalty and generates referrals.
Follow-Up
Stay connected after the sale. Consistent follow-up is what separates top performers.
Ask for Referrals
A satisfied customer is your best source of new business. Teach and reinforce the referral ask.
Role Play & Live Evaluation
Each salesperson participates in live role-play scenarios to apply the 10 Steps under realistic conditions. Performance is evaluated against four core criteria.
Scenarios
- First-time buyer unfamiliar with the process
- Trade-in customer focused on their current vehicle's value
- Price-sensitive shopper leading with budget objections
Evaluation Criteria
- 01Active listening and discovery
- 02Process consistency and step adherence
- 03Confidence and professionalism
- 04Transparency and trust-building
Personal Action Plan
Every participant leaves with three written commitments — a focused, individual roadmap for immediate behavior change.
One behavior to stop doing immediately
One skill to improve right away
One step to execute with greater discipline going forward
Ready to Increase Your Closing Ratio?