Avoiding T.O. Landmines

My first job selling cars was in 2005 at a Toyota / Volvo store in Bloomington, Indiana. After a week of training with the new car sales manager, I was eager to try out the skills I began to develop. It was intimidating the first few times I walked out on the lot to...

The “Right” Question

  Opening Questions and Dialog When you are watching the lot and see an opportunity, you will hit he door and head outside to introduce and welcome the prospect to your dealership.  Let the door always be a reminder to have a current or local event in mind to...

Vehicle Demonstration (DEMO)

A GREAT Demonstration If there is one step in the sales process that we should slow down and take our time, its the demo and walk around. This is an area of the sales process where we just don’t offer enough training.  This is the time to build value in your...

Vehicle WalkAround

We are attempting to build value, so the more features you can show the prospect and retain their interest, the better.  Most prospect only care about 15 – 20 % of the features on the vehicle (or less).  You should have gauged what features they would key on...

The EARLY T.O.

WHY WE TURNOVER The turn over, or more commonly known as the “T.O.” is a small but vital step in the sales process.  How and when the T.O. is conducted can setup the rest of the sales process, … or kill it.  In this Lesson, I’ll lay out the...