This energetic, “real world” workshop is designed to provide Sales Managers with effective, non-confrontational DESKING concepts and closing strategies to:

1. Improve vehicle SALES VOLUME
2. Improve GROSS PROFIT per vehicle
3. Improve 1st TIME CLOSING RATIOS
4. Renew and Improve Sales Manager SKILLS and CONFIDENCE

Workshop Content:

• Gross Profit Erosion – Questions that salespeople should NEVER ask customers
• Gross Profit Erosion – Questions that Sales Managers should NEVER ask salespeople
• Why salespeople should not ask for an offer
• An examination of the different types of “closes” to assist salespeople:
• Traditional and Transition Trial Closes
• Desk Commitment Closes
• Persistence Closes
• Proposal Closes
• Presenting the vehicle price, manufacturer’s incentives and trade-in value with enthusiasm
• How to have salespeople present and defend the trade-in value with confidence, not confrontation
• Determining whether a customer is HIGH COMMITMENT versus LOW COMMITMENT
• Presenting and closing with payment-based proposals
• How to develop payment-based proposals with strategy
• Effective negotiation strategies that HOLD and improve gross profit/vehicle
• Strategies for common and challenging showroom scenarios:
• Customers that want to go home and think about it
• Customers that want to talk to their wife/husband/partner/accountant/etc.
• Customers who still want to shop other dealerships (same brand)
• Customers who want to shop another manufacturer
• Customer who are unhappy with their trade-in value, discount, monthly payment, etc.
• Customers who demand the “BEST PRICE” and still want to shop other dealerships with it
• How to “walk a customer” with numbers