Curriculum

FUNDAMENTALS OF SELLING

• Conviction
• Put Your Money Where Your Mouth Is!
• The Price Myth
• It's Love, not Price
• Solve Problems and Gain Confidence
• More on Price
• By Handling "Other" Concerns You Handle Price
• Justify Price with Other Inventory
• Salespeople Stop Sales, Customers Don't
• No Shortage of Money
• 2nd Money Is Easier Than First Money
• The People Business Not the "X" Business
• The Most Interesting Person in the World
• The First Rule of Selling
• The Agreement Challenge
• The Agreement Drill
• Trust is Critical to the Sale
• Customers Don't Make Sales, Salespeople Do
• Credibility = Increased Sales
• Importance of Evidence in Building Trust
• Use Third Party Data to Validate
• Tips to Build Trust
• Service is Senior to Selling
• Love the One You're With
• Level of Service
• Hard Sell
• Closing is Like a Recipe
• Take Massive Action
• The 4 Degrees of Action
• Massive Action = New Problems
• Production Yields Happiness
• 10x Rule
• Work Your Power Base
• How to Build Your Power base
• Impose on Them or Help Them?
• Capitalize on the Easy Sale
• Time
• Use Every Moment to Sell
• It's Almost NEVER Price
• The Lunch Opportunity
• The Most Important Sale
• Great Attitude, Worth More Than a Great Product
• Treat your buyers like Millionaires
• Daily Attitude....
• A Product of Your Environment
• Tips to Have a Great Attitude
• People are Senior to Products

ROAD TO THE SALE

Road to the Sale

1. Introduction to Road to the Sale
2. The Steps
3. Biggest Mistakes on Road to the Sale
4. Commitments Necessary for RTS

Attitude

1. What is Attitude
2. Attitude of Service not Selling
3. How to Deliver a Great Attitude
4. How to Stay Positive
5. Tricks on Staying Positive
6. Traits of Great Attitude People
7. Rules to Being Positive
8. Positive Communication!!!!

The Greeting

1. Purpose of the Greeting
2. Your Introduction
3. Putting the Buyer at Ease
4. Putting the Buyer at Ease: Handling the RDR
5. Find Common Ground
6. Information is the Ultimate Common Ground
7. Information Gets You Information
8. Dress and Posture
9. Tips on the Greeting
10. Biggest Mistakes Made in the Greeting
11. Great Greetings
12. Handling Objections In the Greeting
13. Handling Objections in the Greeting Part 2
14. Grant's Favorite Greeting Objections Handled
15. Price in the Greeting
16. Mistakes Made in Handling Price

Fact Finding:

1. Questions Control the Sale
2. The Basics
3. What-Why-How
4. Wrong Product
5. The Last Purchase
6. Questions Not to Ask
7. Finding the Right Vehicle
8. Present Vehicle Questions

Appraisal

1. Introduction
2. Tap into the Truth
3. Buying Patterns
4. Tips to the Appraisal
5. Notes on the Appraisal
6. Appraisals for Management

Selection and Demonstration

1. The Basics
2. The Selection of Right Product
3. Verifying with Alternatives
4. Alternatives Build Value
5. Feature Benefit
6. Feature Advantage Benefit
7. Product Knowledge Mistakes
8. The Why!
9. Why's and APES
10. Controlled Presentations
11. Presentations Steps
12. Rules of Demonstrations
13. Assumptions during the Demonstrations
14. Mistakes when Demonstrating
15. Objections during the Demonstration
16. How to Sell Yourself
17. SuperFreak the Product

Trial Closes

1. Basics
2. Examples of Trial Closes
3. Grants Favorites
4. Objections to the Trial Close

Service Walk

1. Basics
2. Make them Feel Like Family
3. Sell the Organization
4. Sell Your Service

Write Up

1. Mac Daddy of Steps
2. Excuses
3. Increase Your Write Ups
4. Mistakes
5. Assumptive Write Ups
6. Objections to the Write Up

THE CLOSE

• Purpose of Program
• The Cost of Not Closing
• The End Game is the Close
• The Critical Exchange Point
• The Importance of the Close
• The Winner's Exchange
• The Goal of the Closer
• Know or No
• Two Ways to Learn the Close
• Closing is a Service
• Relationship and the Close
• 20/80 Rule and Basics Necessary to Close
• 10 Reasons Closers Fail:
  1. Never attempted to Close.
  2. Pressure is perceived as a bad thing.
  3. Unwillingness to deal with emotions.
  4. A lack of belief in the product.
  5. An incorrect estimation of effort.
  6. Being "reasonable".
  7. No financial plan in place.
  8. Handling objections that are only complaints.
  9. Shortage of Closing Material: You Lack the Arsenal.
  10. Incorrect barrier.
• Summary of the Barriers to Getting a Deal Closed
• The Rules For Closing
  1. Always be seated when negotiating and closing.
  2. Always present your proposal in writing.
  3. Always clearly communicate your proposal.
  4. Always make eye contact.
  5. Always have a pen available for signing.
  6. Know how to use humor to relieve pressure.
  7. Always ask one more time!
  8. Always have available an arsenal of closes so you don't repeat yourself.
  9. Always stay with the buyer and reduce (even elimi­nate) the number of times you leave your buyer alone.
  10. Always treat the prospect like a buyer. ....
  11. Always know you can come to an agreement.
  12. Always maintain a positive demeanor no matter the response from the buyer or, for that matter, from your own management.
  13. Always smile no matter the outcome, response, ob­jection or communication.
  14. Always treat the buyer like they can!
  15. Always acknowledge the buyer for any offer or com­munication they make.
  16. Always look for a solution.
  17. Care so much that you will refuse to not close.
  18. Use the full arsenal of closes.
  19. Always know that you don't truly provide a service until you close!

CLOSES AND OBJECTION HANDLING TECHNIQUES

• Able Close
• Agreement Close I
• Agreement Close II
• Agreement Close III
• Assume a Zero Balance Close
• Be Grateful Close
• Ben Franklin Close
• Better to Live Rich Close
• Budget Close I
• Budget Close II
• Budget Close III
• Budget Close IV
• Budget Close V
• Can't Take It With You
• Check Close
• Congratulations Close
• Commission Close
• Comparison Investment Close
• Delay Payment Close
• Delivery Close
• Discount Close
• Disease Close
• Do it anyway close
• Do if For Me Close
• Down to the Penny Close
• Either Way Close
• Eleventh Inning Close
• Equipment Close
• Everything The Same Close
• Feel-Felt-Found Close
• Flush The Objection Close
• Future Date Close
• Get it Done and Over Close
• Get More Done Close
• Going to Wait Close
• Gratitude Close
• Handshake Close
• If I Could, Would You Close
• Important Person Close
• Insurance Close
• Inventory Close - Move Down a Model
• Inventory Close - Move Up a Model
• Justify Close
• Leave it Up To The Bank Close
• Leave Me Some Paperwork Close
• Momentum Close
• Money Equal Close
• Never The Best Time Close
• No Cosigner Close
• No Equity Close
• No Other Reason Close
• No Shortage of Money
• Nothing to Do With Decision Close
• Now or Never Close
• Now and Later Close
• Package Alternative Close
• Paperwork Close
• Payments Close
• Payments to Figures Close
• Payment Breakdown Close
• Payoff Close
• Price Guarantee Close
• Puppy Dog Close
• Quality Close
• Re-Present/Demo Close
• Rash Decision Close I
• Rash Decision Close II
• Rate Close
• Reduce to Ridiculous Close
• Referral Close
• Same Product Close (Yours)
• Same Product Close (Theirs)
• Second Baseman Close I
• Second Baseman Close II
• Second Party Assist Close
• Scale From One To Ten Close
• Scarcity Close
• Selection Alternative Close
• Sooner or Later Close
• Spouse Stall Close I
• Spouse Stall Close II
• Spouse Stall Close III
• Spouse Stall Close IV
• Support Close
• Think About it Close I
• Think About it Close II
• Think About it Close III
• Think About it Close IV
• Think About it Close V
• Three Yes's and Then Close
• Title/Registration Close
• Treat Yourself Close
• Unavailable Party Close -Subject to
• Unavailable Party Close
• Want to Be First or Last Close
• Who Taught You That Close
• Won't be the last time close
• Work Hard to Earn This Close
• You Deserve it Close
• You Knew That Before Close