Training Programs
From $175 / participantTwo focused days that reinforce the discipline of the full 10-Step Sales Process — building customer trust, sharpening closing skills, and creating a transparent buying experience.
What This Training Accomplishes
This refresher reinforces the discipline of the 10-Step Sales Process so sales professionals can improve customer trust, increase closing ratios, and create a transparent buying experience. Successful salespeople follow a structured process, not guesswork. Each step builds confidence and moves the customer closer to a purchase decision.
Day 1
Steps 1–5: Building Trust & Identifying the Right Vehicle
Meet & Greet— Create the First Impression
- Smile and offer a confident handshake
- Introduce yourself clearly
- Acknowledge everyone in the buying party
- Ask for and repeat the customer's name
- Offer assistance professionally
"Welcome to ABC Motors. My name is Alejandro. What information may I assist you with today?"
Goal: Create comfort, professionalism, and trust immediately.
Needs Assessment— Understand Before Selling
- Ask open-ended questions
- Use 'either/or' questions to narrow options
- Ask about current vehicle likes and dislikes
- Identify budget, lifestyle needs, and priorities
- Repeat and confirm customer needs
"What do you like most about your current vehicle? What would you change about it?"
Goal: Understand the customer before recommending a vehicle.
Land on a Vehicle— Match Needs to Solutions
- Present the vehicle that matches their needs
- Explain why the vehicle fits them
- Offer alternatives to confirm the selection
"Based on what you told me about safety and cargo space, this model checks all those boxes."
Goal: Ensure the customer feels the vehicle was chosen specifically for them.
Feature Presentation— Show the Value
- Open all doors, trunk, and hood
- Demonstrate key features
- Use the Feature–Advantage–Benefit method
- Tailor the presentation to the customer's priorities
Feature: Backup camera → Advantage: Shows obstacles behind the vehicle → Benefit: Makes parking easier and safer for your family.
Goal: Help the customer clearly see the value of the vehicle.
Demo Drive— Let the Customer Experience the Product
- Plan a comfortable route
- Allow the customer to drive
- Demonstrate important features
- Reinforce benefits during the drive
"Accelerate here so you can feel how smooth the transmission shifts."
Goal: Create excitement and ownership.
Day 2
Steps 6–10: Confirm Value & Close the Sale
Trial Close— Confirm the Customer Sees the Value
- "How does this compare to what you had in mind?"
- "Can you see yourself driving this every day?"
- "Does this vehicle meet the needs we discussed earlier?"
Goal: Gauge interest and identify concerns before presenting numbers.
Write-Up— Transition to the Purchase Process
- Ask confidently for the business
- Maintain transparency
- Present the purchase worksheet clearly
"Let's take a few minutes and see how the numbers look for you."
Goal: Transition from shopping to purchasing.
Present the Numbers— Show the Numbers Clearly
- Explain payment options
- Remain calm and professional
- Reinforce the benefits of the vehicle
"Based on your down payment and credit, your payment would be approximately ___."
Goal: Provide clarity and confidence in the purchase decision.
Handle Objections— Resolve Concerns Professionally
- Listen — give the customer space to express concerns
- Acknowledge — show you understand their position
- Answer — address the concern with facts and empathy
- Confirm — verify the concern has been resolved
Customer: "The payment is higher than I expected." → "I understand that. Let's review the options together and see what works best for you."
Goal: Resolve concerns without pressure.
Delivery & Follow-Up— Build Long-Term Relationships
- Explain key features again at delivery
- Introduce the service department
- Thank the customer sincerely
- Call within 24 hours after delivery
- Send a thank-you message
- Maintain contact for service reminders
Goal: Create repeat business and referrals.
For Handling Every Objection
The LAAC Method
Objections are not roadblocks — they are opportunities to build deeper trust. Use the LAAC Method to resolve any concern professionally and without pressure.
Listen
Give the customer space to fully express their concern without interrupting.
Acknowledge
Show genuine understanding of their position before responding.
Answer
Address the concern directly with facts, empathy, and confidence.
Confirm
Verify the concern has been resolved before moving forward.
Ready to Increase Your Closing Ratio?