Training Programs
90 DaysA full-cycle transformation program that combines a 5-day intensive workshop with 90 days of coaching, KPI-driven accountability, and final certification — built on the 10 Steps to the Sale and rooted in Transparency & Integrity.
What This Program Accomplishes
This 90-day program equips dealership sales teams with a transparent, customer-focused framework for lasting success. Combining a five-day intensive workshop with ongoing reinforcement, goal-setting, and KPI-driven performance monitoring, it ensures the 10 Steps to the Sale become embedded in daily habits — not just practiced during training.
Phase 1 — Days 1–5
Foundation
Five-Day Intensive Workshop
Meet & Greet — Creating the First Impression
- Smile warmly, handshake, and welcome message
- Acknowledge all buyers present
- Personalize by using names
KPI: Secret-shopper engagement score
Needs Assessment & Land on a Vehicle
- Rapport-building through open-ended questions
- Clarify preferences with either/or questioning
- Match needs to vehicles with transparency
KPI: % accuracy of needs recap
Feature & Benefits Presentation / Demo Drive
- Feature-Advantage-Benefit (FAB) presentations
- Execute structured demo drives
KPI: % of demo drives leading to value confirmation
Value Walk / Write-Up & Close
- Showcase dealership credibility
- Transparent write-up process
- Objection handling with integrity
KPI: Closing ratio by step
Finance, Delivery & Follow-Up
- Transparent finance introduction
- Full delivery experience
- 24-hour follow-up system
KPI: % of customers contacted within 24 hours
Phase 2 — Days 6–30
Implementation & Reinforcement
Weekly coaching, CRM accountability, and peer observation
Activities
- Weekly coaching sessions focused on one step of the process
- Daily manager huddles: 'Step of the Day' spotlight
- Sales reps log each attempt in CRM against the 10 steps
- Peer observation exercises: team members evaluate each other
KPIs
- 180%+ CRM compliance
- 210% increase in demo-to-write-up ratio
- 390% of clients logged with complete Needs Assessment
Phase 3 — Days 31–60
Performance Monitoring
Bi-weekly accountability and bottleneck review
Activities
- Bi-weekly accountability sessions tracking individual and team progress
- Success sharing: highlight real-world examples of transparent sales
- Bottleneck review: identify steps where deals stall
- Recognition system: incentives for most improved rep per KPI
KPIs
- 1Closing ratio improved by 15% vs. baseline
- 2100% of deliveries include service introductions
- 395% of follow-ups completed within 24 hours
Phase 4 — Days 61–90
Optimization & Growth
Advanced training, SMART goal reset, and final certification
Activities
- Advanced objection handling with transparency (2x per month)
- Difficult customer role-play scenarios
- Manager-rep one-on-ones to reset SMART goals
- Final certification: each rep demonstrates mastery of all 10 steps
KPIs
- 120% increase in sales volume vs. baseline
- 290%+ customer satisfaction score
- 310% reduction in lost sales
SMART Goals Framework
Every rep enters the program with measurable, time-bound goals aligned to their individual baseline.
Increase closing ratio from 25% to 35% in 90 days
Minimum 10 Needs Assessments documented per week
Each rep completes 2 demo drives per day
Follow-up calls within 24 hours for every sale
All goals met by Day 90 certification review
Long-Term Dealer Benefits
Consistent, transparent customer experience across the team
Higher customer trust leading to more referrals and repeat business
Measurable improvement with CRM-driven accountability
Team culture anchored in Transparency & Integrity
Ready to Increase Your Closing Ratio?