Overview
- Learn the most common forms used in the auto sales process
- Learn the basics for a successful auto sales phone call
- Understand the 10 Steps to the Sale
- Understand the showroom language
- Build a long and strong relationship with your clients
Discover:
Being able to perform your duties as an Auto Sales Associate efficiently and successfully highly depends on how well-versed you are in the sales process. Professional, flexible, and well-trained sales associates are the ones who distinguish themselves as leaders and authorities in the vehicle sales sector.
That’s why Fast Sales Training Center created How to Become an Auto Sales Associate, the ultimate guide for the most common terminology, protocols, and documentation you’ll encounter daily in a dealership’s sales department, as well as how to improve your own sales process. It’s designed to equip you with the skills and information you need to consistently produce results, which will increase sales, closings, and revenue, and both customers and managers are sure to be pleased with your results.
Course Content
- INTRODUCTION
- Auto dealership definition
- Auto dealership history in the United States
- Who was William E. Metzger?
- Auto dealership organization
- Auto dealership sales department organization
- Chapter 1 Quiz
- Auto sales associate job description
- Auto sales associate responsibilities
- Auto sales associate duties
- Auto sales associate desired skills
- Skills to become a winner
- Auto sales associate daily standards
- To-do list for the first day at a new job
- Chapter 2 Quiz
- Who is the buyer?
- Motivational Hot Buttons.
- Why do buyers buy?
- The Four C’s of Selling
- The 4 customer personalities
- Do you know your buyer’s expectations?
- How should you communicate with your buyer?
- Transactional Analysis
- 4 steps to communicate with your buyer properly
- Chapter 3 Quiz
- What are the 10 Steps to the Sale?
- 10 Steps to the Sales summary
- Step 1: Meet and Greet
- Rapport building
- Power greetings
- Step 2: Qualifying the Buyer
- Needs Analysis Interview – Build your buyer’s profile
- F.O.R.M
- Needs Analysis Form Sample
- Step 3: Presentation
- The three walk-around
- The right vehicle presentation
- Presentation tools
- Step 4: Product Selection
- Trim level X features presentation
- The secret of a professional presentation
- What if you don’t have the desired vehicle in stock?
- STEP 5: Demo Drive
- 100% Demo Drive
- Demo Drive – Prove your product in action
- Demo Drive steps
- Rules to a safe and effective demo drive
- Key factors to a successful vehicle presentation/demonstration
- Step 6: Trade-In Evaluation
- What is the objective of the trade-in step?
- Trade-in evaluation process
- Trade-in evaluation interview
- Step 7: Pre-Close
- Prepare to justify the value
- Recap the product
- Objections
- Are you prepared to close?
- Step 8: Close
- Common questions from the sales desk
- Rules of Negotiation
- The buyer will not commit to buy today
- Step 9: Introducing the F&I and Service Departments
- Understand the Financial Services Process
- Documents and paperwork required
- Presenting the Service Department to the buyer
- Service walk – Point features
- Step 10: Delivery
- Chapter 4 Quiz
- Take care of your existing buyer and boost your sales
- Chapter 5 Quiz
- VIP appointment process
- Basic phone skills
- Working the Internet lead process
- Sending emails
- Chapter 6 Quiz
- How to handle the most common objections
- Chapter 7 Quiz
- The F&I Manager
- Definitions used in the F&I office
- Lease VS. Financing
- Most common F&I Menu products
- Chapter 8 Quiz
- Most common auto sales forms
- Chapter 9 Quiz
- How to be a successful Auto Sales Associate?
- Close more deals
- Key points to remember
- Chapter 10 Quiz
Curriculum
Curriculum
- 1 Section
- 2 Lessons
- 180 Days
- Course Content (Coming Soon)2
Instructor
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Course Features
- Lectures 2
- Quiz 0
- Duration 180 days
- Skill level All levels
- Language English
- Students 0
- Assessments Yes