Course Catalog

This unique audio and visual program teaches every step of the selling process, both basic and advanced, and reinforces the sales training with valuable role play scenarios.

All Courses

Click the symbol to expand the Modules and review Segments titles.

Segment 1 - Initial Phase of the Selling Process Introduction, Commitment to the Business, First Impressions, Attitude   Segment 2 - Greeting and Reception Mental Programming, Greeting and Reception, Avoid Pre-Judging   Segment 3 - Building Rapport/Trust Greetings That Work, Counseling/Needs Assessment, Building Rapport and Trust   Segment 4 - Effective Communication Effective Communications, Listening Skills   Segment 5 - Counseling/Interviewing Interviewing/Profile Building, Counseling Categories, Gathering Important Information   Segment 6 - Vehicle Selection Vehicle Selection, Selling Out of Inventory, Silent Trade Devaluation   Segment 7 - Motivating Feature and Benefit Presentations (Part 1) Features and Benefits Presentation, Effective Walkarounds, Selling the Sizzle   Segment 8 - Motivating Feature and Benefit Presentations (Part 2) Features and Benefits Presentation Tips, Controlled Walkarounds   Segment 9 - Dynamic Demonstration Drives The Demonstration Drive Keys to a Superior Demo   Segment 10 - Trial Closing (Part 1) Demo Drive Tips and Cautions, Trial Closing Questions   Segment 11 - Trial Closing (Part 2) Trial Closing continued, Parts and Service Walk, Premature Money Discussions   Segment 12 - Initial Write-Up and Proposals Help Management Help You, Initial Write Up, Evidence Manual   Segment 13 - Negotiation Fundamentals Delivering the Initial Proposal, Signals You Send, Negotiating and Closing Fundamentals   Segment 14 - Negotiation Tips Negotiating Tips, Negotiating Techniques, Evaluating Objections   Segment 15 - Premature Price Issues/Responses or Effective Responses More About Premature Price Issues, Specific Objections and Responses to What`s Your Best Price?   Segment 16 - Specific Objections (Part 1) Guidelines on Objections, Your Price is Too High!   Segment 17 - Specific Objections (Part 2) Dealing with Trade-In Values, That`s Not Enough For My Trade   Segment 18 - Specific Objections (Part 3) Trade-In Objections continued, I`ll Sell It Myself, I've Got a Better Deal   Segment 19 - Specific Objections (Part 4) Handling Vague Objections, Effective Responses to I Want To Think About It and I Need To Talk To My Spouse   Segment 20 - Specific Objections/Misc. Closing Techniques Responses to I Want to Shop Around, Either/Or Close, T Close, Buyer's Order Close   Segment 21 - Turn Over (T.O.)/Used Car Tips Turn Over (T.O.) to Management, Tips on Used Car Sales   Segment 22 - The Delivery Tips for a Great Delivery   Segment 23 - Effective Prospecting and Follow-Up Effective Follow-Up, Prospecting Ideas   Segment 24 - The Power of Attitude Power of Positive Attitude, Tips on Achieving Success   Segment 1 - Using the Telephone and Effective Listening 6 C's of Customer Service, Philosophy of Customer Service, Why People Don't Buy, Aspects of Effective Communication, Keys to Effective Listening   Segment 2 - Handling The Incoming Sales Call Accomplishments of a Sales Call, Common Misconceptions, Controlling the Conversation, Always Answer Questions First, Positive Assumptions   Segment 3 - Bringing Prospects Through the Door Setting the Initial Appointment, Properly Answering the Phone, Acknowledging Customers Questions, Securing Names and Numbers, The Psychology of 'Yeses', Best Closing Questions   Segment 4 - Answering Questions Answering General Questions, Answering Specific Questions, Constantly Closing for an Appointment, When a Specific Car is not Available   Segment 5 - Closing Questions More Closing Questions, Setting Tentative Appointments, New Car Price Questions, Pre-Owned Price Questions   Segment 6 - Confirming the Appointment When to Set the Appointment, Gaining Your Customers Respect, Confirming the Appointment, Incoming Sales Call Tips   Segment 1 - Overview Creating Floor Traffic, Lack of Prospecting, Repeat and Referral Customers, Why Follow Up?   Segment 2 - Building Permanent Content Base Sold/Non-Sold Customers, Make a Commitment to the Business, Gather Your Information   Segment 3 - Creative Prospecting Ideas (Part 1) Those Who Bought Elsewhere, Prospects Everywhere, Ask for Referrals   Segment 4 - Creative Prospecting Ideas (Part 2) Create a Referral Network, Service Customers, Service Providers, Off-Lease Customers   Segment 5 - Creative Prospecting Ideas (Part 3) Claims Adjusters, Social Clubs, Community Involvement, Personal Advertisement, Promotion Letters, New Businesses, Inspirational Quotes (PMA's)   Segment 6 - Creative Prospecting Ideas (Part 4) Vehicles Needed Bulletin Board, Email Addresses, New Homeowners, Group Presentations, Classifieds, For Sale Sign - Personal Vehicle   Segment 7 - Creative Prospecting Ideas (Part 5) Other Body Shops, Specific Needs Businesses, Afternoon Phone Calls, Newsletter, Contacts at Other Dealerships, Nest Prospect, Specialty Gifts, Career Building Letters   Segment 1 - An alternative means of financing explanation of leasing, lease terminology   Segment 2 - Customer Advantages leasing`s popularity, major customer advantages   Segment 3 - Dealership Advantages major advantages for the dealer   Segment 4 - Salesperson Advantages / Consumer Questions advantages for salesperson, leasing questions and answers   Segment 5 - Objections and Responses major objections and appropriate answers   Segment 6 - Role Play Scenario Role Play   Segment 1 - Your Imagination Can Foretell The Future Your ultimate destiny is not a matter of chance, it's a matter of choice....your choice!   Segment 2 - Everything Is Possible If You Believe The only thing over which you have complete control is your own mental attitude.   Segment 3 - Goals Will Help You Reach Success If you can dream it, you can do it.   Segment 4 - Success Is Right In Front Of You You can, can and should design your own life's game plan.   Segment 5 - Willpower Everyone has willpower and the first step in developing it is to accept that it exists.   Segment 6 - There Is Always A Good Side Don't stop thinking, for motivation comes from thought.   Segment 7 - Taking Small Steps There is no job that could not be handled if you are willing to break it down into small pieces.   Segment 8 - Your Life Is What You Make Of It The people with whom you associate can and will change your life.   Segment 9 - The Highway Of Life Is A Toll Road Your attitude, positive mental outlook and your happiness can often be the difference between success and failure.   Segment 1 - Classic Rules of Time Management Determining the Value of a Project, Creating an Effective To-Do List, Organizing Your Tasks, Examining Your Tasks, Fun Facts   Segment 2 - Resisting the Temptation to Procrastinate 4 Categories of Life's Activities, Take a Mini-Vacation, Resisting the Temptation to Procrastinate, Motivation Strategies, The Value of Time   Segment 3 - Time Wasters Controlling the Flood of Paper, Managing Your Desktop, Top 10 Time Wasters, Establishing Priorities, Each Day is a New Account   Receptionist - Part 1 Philosophical & Physical aspects of phone communication; Effective Listinging   Receptionist - Part 2 Procedural aspects of phone communication; the words to use   Receptionist - Part 3 Effectively handling the angry customer   Give every customer a chance Prejudging guarantees missed sales   Greeting and Reception Control starts here   Do Not Pre-judge Customers It reduces wages   Counseling/Interviewing, Part 1 The most neglected step in the process   Counseling/Interviewing, Part 2 How and why to counsel; best questions to ask   Building Rapport The bridge to selling success   Effective Listening The real key to communication; tips and techniques   Questions to Avoid Some questions get you in trouble   Questions Are Magical Tips and techniques to uncover information to uncover crucial information   Information = Success Value of customer information   To Qualify or Not to Qualify That is the question   10 Commandments of Counseling Setting the stage for victory   Vehicle Selection Position yourself for profit   Demonstration Drive No demo, no sale - do it right   Selling the Sizzle Emphasis on value & benefits vs. price   High Performance Product Review Mastering each and every model   Dynamic Demo Drives Making the "Guest Drive" a closing tool   Features and Benefits Presentation Huge influence on all deals   Dynamic Walkarounds Setting the Stage   Dynamic Walkarounds Building the Profile   Dynamic Walkarounds Selling the Benefits   Dynamic Walkarounds Maximizing Your Opportunity   "Your Price Is Too High." Great 3 step negotiating word tract, plus other good responses   "I’ve Got A Better Deal" Word tracts that work and make money   "What’s Your Best Price?" Responses to stay away from premature price discussions   "Not Enough For My Trade" Best responses to this troubling objection   "I’ll Sell It Myself" Word tracts that keep momentum going   "I Need To Talk To My Spouse" Outstanding responses   "I Want To Think About It" Mar-kees 1-10 Close plus other good responses   "I Want To Shop Around" Responses to keep your customer grounded at your dealership   Making Objections Work for You the last step prior to closing   Art of Negotiating Professional tips and techniques to effectively negotiate   Trial Closing Learn to pre-close the sale   Identifying & Isolating Objections Easy-to-use 2 step process   Closing the Sale With Confidence, Conviction and Enthusiasm Qualities that great salespeople possess   Classic Closes Closes that have stood the test of time   Where Negotiations Really Begin How to avoid premature price discussions   The Initial Proposal techniques to make it count   Handling "low balls" Strategies to dela with this sticky situation   Effective Word Tracts and Responses Miscellaneous word tracts to keep sales from being derailed   “What Are My Payments/Interest Rate etc....” Responses that avoid the trap   Price Negotiations Using your numbers-not theirs; creating acceptable counter-offers   The Art of Closing any Deal Part 1 Types of salespeople; low pressure vs. high pressure   The Art of Closing any Deal Part 2 Emotional vs. intellectual approach; the rules of selling   The Art of Closing any Deal Part 3 The 10 types of customer; how to handle each one   The Art of Closing any Deal Part 4 How to treat customers based on age, gender, ethnicity; the psychology of the sale   The Art of Closing any Deal Part 5 Identifying the real buyer; winning the customer over   The Art of Closing any Deal Part 6 Strategies for closing; knowledge is power; shortcuts mean short careers   The Art of Closing any Deal Part 7 Tips for a great presentation   The Art of Closing any Deal Part 8 Use of the trial close; wrapping up the sale   Effective Closing Techniques Close on your own   Negotiating for Profit Excellent tips & techniques not previously discussed   Closing is a Process Dealing with today’s educated buyer   Effective Negotiating Additional tips & techniques for success   Follow the Process Contrast in closing skills   Winning the Price War and still make money   Successful Deal Closures Parts 1, 2, 3, 4, 5, 6, 7, and 8   Road to the Purchase Putting yourself in the customers shoes   Taking the Confrontation Out of Sales Minimizing the tension   Dealing With Unrealistic Prices Professional composure   Winning Techniques Pick a few and sell more   Theory of Contrast Making differences obvious   Creating Floor Traffic, Part 1 Turning a job into a career   Creating Floor Traffic, Part 2 Stop relying on advertisement, incentives, etc...   Follow Up, Follow Up Don't let sales dip through the cracks   Building a Contact Base This is the cornerstone of future sales   Prospecting Through Self-Promotion Self-promotion enhancing sales and credibility   Career Building Letters Letters that compliment careers   Group Presentations Marketing yourself to groups   Finding Customers Tackles 2 different aspects   Creative Prospecting Ideas Part 1 Part 1   Selling with promotions Adjusting for the sale   Prospecting and Follow Up Part 1   Prospecting and Follow Up Part 2   Prospecting and Follow Up Part 3   Prospecting and Follow Up Part 4   Prospecting and Follow Up Part 5   Prospecting and Follow Up Part 6   Prospecting and Follow Up Part 7   Prospecting and Follow Up Part 8   Incoming Sales Calls, Part 1 Philosophy of customer service, superior communication skills; effective listening   Incoming Sales Calls, Part 2 What to accomplish; common misconceptions; controlling the conversation   Incoming Sales Calls, Part 3 Setting the initial appointment; securing names & numbrs; answering the questions   Incoming Sales Calls, Part 4 Closing for an appointment; confirming the appointment   Setting Appointments by Phone Set more appointments   Women Buyers Learning to successfully sell to the real decision makers   Shortcuts = "short" Paychecks Use good business sense to capitalize on every opportunity   Evidence Manual The silent salesperson   Continued Education Real career growth for the serious student   The Delivery The end of this sale or the beginning of the next?   Building Value Value beats price every time   Personal Value Building Increasing your value in marketplace   Where Deals Are Lost Part 1 Being poorly prepared; prejudging customers; poor first impressions; not controlling the process; mishandling women buyers   Where Deals Are Lost Part 2 Mishandling internet shoppers; neglecting the interview process; not knowing the decision maker; mishandling the trade   Where Deals Are Lost Part 3 Asking the wrong questions; focusing on price rather than the vehicle   Where Deals Are Lost Part 4 Not knowing inventory; doing rushed deliveries; having a negative attitude   Why Should I Buy From You? The question every customer has   Determine to Be Different To stand out in the crowd of "typical" salespeople   Be 10 Times Better Than You Are, Part 1 Recognizing your potential   Be 10 Times Better Than You Are, Part 2 Recognizing your potential   15 Qualities Salespeople Should Possess Importance of specific qualities   Dealing With Slowdowns Turning the downtime upward   Urgency in Sales How and why to use in the selling process   Value, Value, Value Build it and they will buy   Creative Prospecting Ideas Part 2 Part 2   Creative Prospecting Ideas Part 3 Part 3   Creative Prospecting Ideas Part 4 Part 4   Updated Woman Buyers Huge part of your business   Building Value in the Sales Process It will always make the biggest difference   Shortcuts Can Kill the Sale Always has, always will   Parts & Service Value Walk Parts & Service Value Walk   Effective Product Presentation Part 1   Effective Product Presentation Part 2   Effective Product Presentation Part 3   Effective Product Presentation Part 4   Every Price is Too High Raising the value proposition   People Don’t Like to be Sold But they love to buy   Price, Value or Risk? You determine the comfort level   Setting And Achieving Goals Why and how   Dealing With Personal Pressures (and still sell cars). Don't let personal problems keep you from selling   Attitude Creates Altitude Fly with the winners   Make It A Career You won’t be sorry   Personal Motivation Strategies Part 1 Creating a vision; finding your individual key   Personal Motivation Strategies Part 2 Take small steps; fake it til you make it   Personal Motivation Strategies Part 3 Setting & achieving goals; walk away from people who don't support you; planning your strategy   Personal Motivation Strategies Part 4 Focus and will power; don't stop thinking   Dealing with Doubts Dealing with doubts after the presentation made   Turning Negatives Into Positives Keeping your mind right   Succeeding in a Transitional Environment Focusing on your business at hand   Creating Success You are the driver in your life   Habits Rule Your Life Part 1 Each of the 4 segments discusses the areas in the sales process where the disconnect between customer and salesperson usually occurs   Habits Rule Your Life Part 2 Part 2   Habits Rule Your Life Part 3 Part 3   Habits Rule Your Life Part 4 Part 4   Sales Success, Part 1 Make these part of your successful daily routine   Sales Success, Part 2 Prepare to succeed   Your Attitude is Everything It's this you can control   5 Principles of Success Daily operating principles   Making it your Best Year Ever Focusing on what you want   Outstanding Self-Help Ideas Improvement tips   Average vs. Superior Part 1   Average vs. Superior Part 2   Self Evaluation Your important snapshot   14 Reasons Automotive Salespeople Do Not Live Up To Their Potential Part 1   14 Reasons Automotive Salespeople Do Not Live Up To Their Potential Part 1   Goals & Performance Tracking We must have targets   Guaranteed Success Part 1   Guaranteed Success Part 2   How to Be Awesome Exceeding expectations and conquering competition   Qualities for Successful Sales Know and operate with them   Making Everyday Count Waste not - want not   Ideas for Success Ideas - It's what we need   Mindset of a Winner Stay geared for success   Defining Success Know what and why you want it   The Unbreakable Rules Important rules with which to operate   Don’t Stay Sacked Get up and go (fly)   Delivering the Goods Lasting impressions   Help Your Sales Manager To Help You What the salesperson must do to allow salesmanagers to maximize each opportunity   Turn-Over = Opportunity Value and reasons for doing it correctly & consistently   Internal Relationships, Part 1 Developing a successful "team" atmosphere   Internal Relationships, Part 2 Harmonious departmental relationships are vital to success   The Value of Team 4 keys - Commitment, Communication, Trust & Self-motivation   Great Information to Desk the Deal Part 1   Great Information to Desk the Deal Part 2   Helping F&I Help You Everyone works together for sales success   Consumer Leasing, Pt.1 Explanation of leasing; overcoming initial customer resistance   Consumer Leasing, Pt.2 Advantages and disadvantages   Consumer Leasing, Pt.3 Consumer objections, questions & effective responses   Paperwork can make or break the sale Paperwork can make or break the sale   Handling the Special Finance Customer, Part 1 Incomplete or illegible paperwork throws up unnecessary road blocks   Handling the Special Finance Customer, Part 2 Handling turn-downs; dealing with the different types of special finance customers   Consumer Leasing Dealing with today's more sophisticated lease customer   Cash is King Increase down payments   Evaluating Pre-Owned Vehicles Evaluation tips   Leasing Today Part 1   Leasing Today Part 2   Understanding the Used Car Buyer Dealing with the differences   Teamwork with F & I Teamwork with F & I   Enhance Used Car Sales Strategies to ensure success with the used car buyer   Impact of Used Cars Techniques that ensure higher success rates   Time Management, Part 1 Getting the most out of each day   Time Management, Part 2 Organizational skills increase productivity   Time Management, Part 3 The 10 biggest causes of wasted time   Conflict Resolution Dousing the flames and turning problems into opportunities   Managing Conflict When done correctly, enhances sales success   Complaints = Opportunities Handle them right and you will be rewarded   Collapsing Confrontation It's an art you win with   Defusing Anger A rare and powerful talent   Understanding Non-Verbal Communication Harness the power of voice inflection and body language   Personality Types Understanding and reacting to different personalities   Words Are Important Importance of language and word selection   Perceptions Perception is truly reality   Information for the Desk Helping your "deal" partner   10 Questions That Can Kill The Sale Part 1   10 Questions That Can Kill The Sale Part 2   10 Questions That Can Kill The Sale Part 3   10 Questions That Can Kill The Sale Part 4   Communication in the Sales Process Part 1   Communication in the Sales Process Part 2   Communication in the Sales Process Part 3   Personalities Make a Difference Avoid the clash   Internet Research Shoppers I Statistics; misconceptions; the SILVER LINING   Internet Research Shoppers II How to handle for a successful conclusion   Taking the Confrontation out of Sales 4 biggest customer complaints; creating a non-confrontational enviroment   Ethics and Legalities Keeping everyone out of trouble   Road to the Sale Review The process in review   Adaptive Selling You must be able to adapt to changing conditions   The Internet – Make it a profit center How to profit from changes occurring in the marketplace   Taking Care of Business Creating a customer-friendly environment   Focus on Risk Reducing the "risk" issue   World’s Greatest Salesman Shared concepts from the best   Why Don’t Prospects Buy? Six reasons why   Consistency in Production Eliminate "peaks & valleys" in sales production   Inside the Sale, Part 1 Part 1   Inside the Sale, Part 2 Part 2   Little Things Do Make a Difference Part 1 4 part series that shows that small things can really have a cumulative effect on environment, gross profit and closing ratios.   Little Things Do Make a Difference Part 2   Little Things Do Make a Difference Part 3   Little Things Do Make a Difference Part 4   Avoiding "NO" - Creating "Yes" Setting the mood for the close   What is Your Purpose? Be clear on the mission   Ego in the Sales Process Understanding the role it plays   Selling Cars is No Big Thing Part 1   Selling Cars is No Big Thing Part 2   From My Perspective Some interesting insight   Segment 1 - Removing the Impediments to Sales Success Creating a success environment   Segment 2 - Why do Salespeople leave? Building salesperson tenure   Segment 3 - Effective Recruiting Best practices   Segment 4 - Actual Recruiting Projects Professional and effective recruiting ideas   Segment 5 - Orientation Getting started on the right foot   Segment 6 - Self Marketing Individual marketing of each team member   Segment 7 - 90 Day Certification Accountability for skills begin here   Segment 8 - Setting and Achieving Goals Getting serious about hitting targets   Segment 9 - Trial Period Evaluation Utilizing the early snapshots as a powerful productivity and employee retention tool   Segment 10 - Keeping a Salesperson File Documentation that helps leaders grow their frontline assets   Segment 11- Desk Log Part 1 Your ultimate opportunity to monitor dealership activities and salesperson performance   Segment 12 - Desk Log Part 2 Accountability and performance standards   Segment 13 - Desk Log Part 3 Performance standards continued   Segment 14 - Don't Run Them Off Identifying our role in salespeople success   Segment 15 - Employee evaluation The power of periodic evaluation and gaining momentum for continued progress   Segment 16 - Exit Interviews Gaining valuable insight you must have and parting on the best possible terms   Segment 17 - Desking the Deal Part 1 Communicating and training your process   Segment 18 - Desking the Deal Part 2 Reinforcing the process and expectations   Segment 19 - Desking the Deal Part 3 Building the courage and influencing the outcome   Segment 20 - Desking the Deal Part 4 Store success through a strong desking processs   Segment 21 - Desking the Deal Part 5 The power of preparation   Segment 22 - Words Make a Difference Enhancing sales with better word choices   Segment 23 - Sales Team – Team/Leader Concept Part 1 Introduction to benefits   Segment 24 - Sales Team – Team/Leader Concept Part 2 Getting started   Segment 25 - Sales Team – Team/Leader Concept Part 3 Daily responsibilities   F&I Segment 1 - Introduction to F & I Introduction to Success by Design   F&I Segment 2 - Overview of F & I Broad overview; Knowledge is power;Your expectations   F&I Segment 3 - Achieving Goals & Expectations Acheiving your goals and expectations   F&I Segment 4 - Examining The 5 Main Responsibilities of F & I Overview of the Main Responsibilities of F&I   F&I Segment 5 - The Main Responsibilities of F & I (Part 1) Proper delivery with full disclosure; Properly executed paperwork   F&I Segment 6 -The Main Responsibilities of F & I (Part 2) Properly executed paperwork con't; Providing customer lending assistance   F&I Segment 7 -The Main Responsibilities of F & I (Part 3) Increasing dealership profits   F&I Segment 8 -The Main Responsibilities of F & I (Part 4) Continuing education of salespeople to help F&I   F & I Segment 9 - Identifying Different F&I Selling Systems Identifying Different F&I Selling Systems   F&I Segment 10 - Menu Selling Advantage of Menu Selling   F&I Segment 11 - Types of Menus Advantages and Disadvantages   F&I Segment 12 - Menu Selling Initial Introduction and Verification Process   F&I Segment 13 - Menu Selling Preparing for the Menu Presentation   F&I Segment 14 - Menu Selling Setting the Stage & Initial Disclosures   F&I Segment 15 - Menu Selling Actual Menu Presentation   F&I Segment 16 - Acquiring Lender Approval - Part 1 Importance of Lender Relationships   F&I Segment 17 - Acquiring Lender Approval - Part 2 Seeing deals through the eyes of a lender   F&I Segment 18 - Acquiring Lender Approval - Part 3 The 4 C's of credit - Capacity, Collateral, Credit and Character   F&I Segment 19 - Acquiring Lender Approval - Part 4 Proper Deal Structure   F&I Segment 20 - Acquiring Lender Approval - Part 5 Valuable thoughts on gaining lender approval for our customers   F&I Segment 21 - F&I Objections – Money Closes – Part 1 Using money vs value to close F&I product sales   F&I Segment 22 - F&I Objections – Money Closes – Part 2 99.9&, Space Shuttle, Advanced Technology and Budget Closes   F&I Segment 23 - F&I Objections – Vehicle Service Contracts – Part 1 The Value and Benefits of VSC   F&I Segment 24 - F&I Objections – Vehicle Service Contracts – Part 2 Appropriate responses for VSC objections   F&I Segment 25 - F&I Objections – Guaranteed Asset Protection Appropriate responses for GAP objections   F&I Segment 26 - F&I Objections – Window Etch - Theft Deterrent - Tire & Wheel Protection Appropriate responses for Etch and Tire & Wheel objections   F&I Segment 27 - F&I Objections – Credit Life & Disability Appropriate responses for Credit Life and Credit Disability objections   F&I Segment 28 - F&I Objections – “Cash” and Credit Union Conversions Techniques for converting Cash and Credit Union buyers   Service Cashier Cashiers impact on a successful service delivery   Service Drive Attendant Delivering a positive and memorable service experience