Road To Good Intentions

Nov 16, 20120 likes164 views

This document outlines an initial sales training protocol with several sections. It begins with greeting customers, building rapport, investigating needs, and presenting and demonstrating vehicles. It then discusses negotiation, paperwork, introducing financing, and delivery. Follow-up includes product knowledge training and more sales opportunities like prospecting existing customers. The training emphasizes changing a dealership's culture to prioritize sales by setting expectations, providing skills training, coaching, and accountability.

RJWINTERS
Initial Sales Training Protocol

NADA RIT FDU

THE ROAD TO GOOD INTENTIONS
? The Road to the Sale
? Greeting
? Build Rapport
? Investigate
? Presentation
? Demonstration
? Service Walk
? Evidence Manual

FOLLOW THE YELLOW BRICK ROAD
? Negotiation & Paperwork
? First Pencil
? Counter Offer
? Credit App
? Buyers Order
? Trade Payoff
? Intro to F&I
? Delivery

THE SHADOW EFFECT
? Follow me Kid
? Coffee and a Bagel
? Fly for Lunch
? Pull up a Car
? Stock in the Trade
? Write up this deal
? Deliver this car

HIT THE GROUND RUNNING
? Wait for the Up Bus
? Product Knowledge
? Manufacturer Certified

?Now what?

GONE FISHING
? More than just waiting for
the fish…..
? Tie a knot
? Bait a hook
? Flycasting
? Baitcasting
? Set a hook
? Remove a hook

THE WHOLE PACKAGE
? Prospecting
? Quality Conversations
? Networking
? Friends & Family
? Clubs & Organizations
? Restaurant/Bars
? Self Promotion

? Service Drive

PICK UP THE PHONE
? Who ya gonna call
? Orphan Owners
? Service Customers
? Un Sold Opportunities
? Lease Ending
? Finance Maturities
? Dealer Programs

FILL THE PIPELINE
? So, how do you get them to fill their
pipeline
? You make it a condition of continued
employment.
? You'll provide training and coach those
who don't know how
? You'll provide training and long-term
coaching for those who are
uncomfortable
? You'll replace those who lack
commitment
? You'll redeploy those who aren't
motivated to an account management
position
? The rest - the professionals - don't
have to be asked

CHANGING THE CULTURE
? 1. The culture won't change on its own.
? 2. The culture won't change without someone in management driving that change.
? 3. The culture won't change without identifying people who should be participating
? 4. The culture won't change without simple, basic expectations.
? 5. The culture won't change without showing them how to do what they need to do to
meet the expectations.
? 6. The culture won't change without training them with the necessary skills to provide
them some ability and confidence.
? 7. The culture won't change without coaching.
? 8. The culture won't change without getting outside expert advice.
? 9. The culture won't change unless there is an early emphasis on low -risk concepts
like cross-selling, up-selling, calling inactive customers/clients, and trolling for
referrals
? 10. The culture won't change unless management holds everyone accountable .

? There you have it. Good Luck,

RJWINTERS
? Rob Winters ? Scott Farbman
? 973-866-5112 ? 973-879-6845
? rob@rjwinters.com ? scott@rjwinters.com

WWW.RJWINTERS.COM
rob@rjwinters.com
973-866-5112

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Road To Good Intentions

1. RJWINTERS Initial Sales Training Protocol NADA RIT FDU

2. THE ROAD TO GOOD INTENTIONS ? The Road to the Sale ? Greeting ? Build Rapport ? Investigate ? Presentation ? Demonstration ? Service Walk ? Evidence Manual

3. FOLLOW THE YELLOW BRICK ROAD ? Negotiation & Paperwork ? First Pencil ? Counter Offer ? Credit App ? Buyers Order ? Trade Payoff ? Intro to F&I ? Delivery

5. THE SHADOW EFFECT ? Follow me Kid ? Coffee and a Bagel ? Fly for Lunch ? Pull up a Car ? Stock in the Trade ? Write up this deal ? Deliver this car

6. HIT THE GROUND RUNNING ? Wait for the Up Bus ? Product Knowledge ? Manufacturer Certified ?Now what?

7. GONE FISHING ? More than just waiting for the fish….. ? Tie a knot ? Bait a hook ? Flycasting ? Baitcasting ? Set a hook ? Remove a hook

8. WHAT WE OFFER

9. THE WHOLE PACKAGE ? Prospecting ? Quality Conversations ? Networking ? Friends & Family ? Clubs & Organizations ? Restaurant/Bars ? Self Promotion ? Service Drive

10. PICK UP THE PHONE ? Who ya gonna call ? Orphan Owners ? Service Customers ? Un Sold Opportunities ? Lease Ending ? Finance Maturities ? Dealer Programs

11. FILL THE PIPELINE ? So, how do you get them to fill their pipeline ? You make it a condition of continued employment. ? You'll provide training and coach those who don't know how ? You'll provide training and long-term coaching for those who are uncomfortable ? You'll replace those who lack commitment ? You'll redeploy those who aren't motivated to an account management position ? The rest - the professionals - don't have to be asked

12. CHANGING THE CULTURE ? 1. The culture won't change on its own. ? 2. The culture won't change without someone in management driving that change. ? 3. The culture won't change without identifying people who should be participating ? 4. The culture won't change without simple, basic expectations. ? 5. The culture won't change without showing them how to do what they need to do to meet the expectations. ? 6. The culture won't change without training them with the necessary skills to provide them some ability and confidence. ? 7. The culture won't change without coaching. ? 8. The culture won't change without getting outside expert advice. ? 9. The culture won't change unless there is an early emphasis on low -risk concepts like cross-selling, up-selling, calling inactive customers/clients, and trolling for referrals ? 10. The culture won't change unless management holds everyone accountable . ? There you have it. Good Luck,

13. RJWINTERS ? Rob Winters ? Scott Farbman ? 973-866-5112 ? 973-879-6845 ? rob@rjwinters.com ? scott@rjwinters.com

14. WWW.RJWINTERS.COM rob@rjwinters.com 973-866-5112

Editor's Notes

#3: The road to hell is paved with good intentions
#4: With proper training and a great GRIPDSE, this part is a cake walk
#6: Shadows the old pro… no fresh ups, no prospecting, this guy works off repeats & referrals.. And drinks lots of coffee
#7: They get thrown a few bones, trip over a deal or 2. Discouraged, they take a job at Burger King doubling their income.
#8: There’s more to it than waiting for a fish

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Road To Good Intentions

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Editor's Notes