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| 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. |
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| All Courses |
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Segment 1 - Initial Phase of the Selling Process
Introduction, Commitment to the Business, First Impressions, Attitude
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Segment 2 - Greeting and Reception
Mental Programming, Greeting and Reception, Avoid Pre-Judging
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Segment 3 - Building Rapport/Trust
Greetings That Work, Counseling/Needs Assessment, Building Rapport and Trust
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Segment 4 - Effective Communication
Effective Communications, Listening Skills
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Segment 5 - Counseling/Interviewing
Interviewing/Profile Building, Counseling Categories, Gathering Important Information
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Segment 6 - Counseling/Interviewing Questions, RV Selection
Counseling Categories, Proper Specific Questions, Selecting the Right RV
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Segment 7 - Motivating Feature and Benefit Presentations (Part 1)
Features and Benefits Presentation, Effective Walkarounds, Selling the Sizzle
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Segment 8 - Motivating Feature and Benefit Presentations (Part 2)
Presentation Tips, Controlled Presentations, Transition to the Demonstration
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Segment 9 - Dynamic Demonstrations (Active and Stationary)
Keys to a Superior Demonsration (Active and Stationary)
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Segment 10 - Trial Closing (Part 1)
Pre-closing the Sale, Trial Closing Questions
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Segment 11 - Trial Closing (Part 2)
Trial Closing Continued, Transition to the Office, Premature Money Discussions
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Segment 12 - Initial Write-Up and Proposals
Help Management Help You, Initial Write-Up, Delivering the Initial Proposal
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Segment 13 - Negotiation Fundamentals
Signals You Send, Negotiating and Closing Fundamentals, Responding to the Initial Objections
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Segment 14 - Negotiation Tips
Negotiating Tips, Negotiating Techniques, Clarifying Objections
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Segment 15 - Premature Price Issues/Responses or Effective Responses
Premature Price Issues, Responses to "What is Your Best Price?", Handling Questions About Payments, Interest Rates, Trade Values, etc . . .
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Segment 16 - Specific Objections (Part 1)
Guidelines on Objections, Handling "Your Price is Too High!"
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Segment 17 - Specific Objections (Part 2)
Dealing with Trade-In Issues, Handling "That is Not Enough For My Trade"
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Segment 18 - Specific Objections (Part 3)
Handling "I will Sell It Myself", "I have Got a Better Deal"
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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"
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Segment 20 - Specific Objections/Misc. Closing Techniques
Responses to "I Want to Shop Around", Either/Or Close, T Close, Buyer's Order Close
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Segment 21 - Turn Over (T.O.)/Used RV Tips
Turn Over (T.O.) to Management, Tips on Selling Used RVs
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Segment 22 - The Delivery
Tips for a Great Delivery
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Segment 23 - Effective Prospecting and Follow-Up
Effective Follow-Up, Prospecting Ideas
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Segment 24 - The Power of Attitude
Power of Positive Attitude, Tips on Achieving Success
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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
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Segment 2 - Handling The Incoming Sales Call
Accomplishments of a Sales Call, Common Misconceptions, Controlling the Conversation, Always Answer Questions First, Positive Assumptions
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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
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Segment 4 - Answering Questions
Answering General Questions, Answering Specific Questions, Constantly Closing for an Appointment, What to Say When a Specific RV is not Available
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Segment 5 - Closing Questions
More Closing Questions, Setting Tentative Appointments, Handling New RV Price Questions, Handling Pre-Owned Price Questions
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Segment 6 - Confirming the Appointment
When to Set the Appointment, Gaining Your Customers Respect, Confirming the Appointment, Final Incoming Sales Call Tips
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Segment 1 - Removing the Impediments to Sales Success
Creating a success environment
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Segment 2 - Why do Salespeople leave?
Building salesperson tenure
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Segment 3 - Effective Recruiting
Best practices
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Segment 4 - Actual Recruiting Projects
Professional and effective recruiting ideas
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Segment 5 - Orientation
Getting started on the right foot
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Segment 6 - Self Marketing
Individual marketing of each team member
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Segment 7 - 90 Day Certification
Accountability for skills begin here
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Segment 8 - Setting and Achieving Goals
Getting serious about hitting targets
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Segment 9 - Trial Period Evaluation
Utilizing the early snapshots as a powerful productivity and employee retention tool
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Segment 10 - Keeping a Salesperson File
Documentation that helps leaders grow their frontline assets
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Segment 11- Desk Log Part 1
Your ultimate opportunity to monitor dealership activities and salesperson performance
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Segment 12 - Desk Log Part 2
Accountability and performance standards
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Segment 13 - Desk Log Part 3
Performance standards continued
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Segment 14 - Don't Run Them Off
Identifying our role in salespeople success
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Segment 15 - Employee evaluation
The power of periodic evaluation and gaining momentum for continued progress
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Segment 16 - Exit Interviews
Gaining valuable insight you must have and parting on the best possible terms
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Segment 17 - Desking the Deal Part 1
Communicating and training your process
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Segment 18 - Desking the Deal Part 2
Reinforcing the process and expectations
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Segment 19 - Desking the Deal Part 3
Building the courage and influencing the outcome
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Segment 20 - Desking the Deal Part 4
Store success through a strong desking processs
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Segment 21 - Desking the Deal Part 5
The power of preparation
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Segment 22 - Words Make a Difference
Enhancing sales with better word choices
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Segment 23 - Sales Team – Team/Leader Concept Part 1
Introduction to benefits
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Segment 24 - Sales Team – Team/Leader Concept Part 2
Getting started
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Segment 25 - Sales Team – Team/Leader Concept Part 3
Daily responsibilities
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“Art of Negotiating”
The heart of sales
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Qualities of a Closer
Confidence, Conviction and Enthusiasm
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The Comprehensive Guide to Closing
Part 1
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The Comprehensive Guide to Closing
Part 2
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The Comprehensive Guide to Closing
Part 3
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The Comprehensive Guide to Closing
Part 4
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The Comprehensive Guide to Closing
Part 5
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The Comprehensive Guide to Closing
Part 6
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The Comprehensive Guide to Closing
Part 7
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The Comprehensive Guide to Closing
Part 8
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Cash is King
Increase down payments, increase profits
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Follow the Process
Contrast in closing skills
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Theory of Contrast
Utilizing this all-important advantage
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Attitude Creates Altitude
Fly with the winners
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Personal Motivation Strategies, Part 1
ach of the four segments reviews and
discusses different ways to motivate ourselves to achieve all that we are capable
of achieving These are a MUST for anyone in sales
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Personal Motivation Strategies, Part 2
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Personal Motivation Strategies, Part 3
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Personal Motivation Strategies, Part 4
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Dealing with Doubts
Dealing with doubts after the presentation made
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Your Attitude is Everything
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Understanding Non-Verbal Communication
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Effective Listening
Tips and techniques
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Perceptions
Better understanding of what they say and think
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Information = Success
Value of pertinent customer information
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Avoiding “NO”
Creating “YES”
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Communication in the Sales Process
Part 1
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Communication in the Sales Process
Part 2
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To Qualify or Not to Qualify
That is the REAL question
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10 Commandments of Counseling
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Time Management, Part 1
Getting the most out of each day
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Time Management, Part 2
Organizational skills increase productivity
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Time Management, Part 3
The 10 biggest causes of wasted time
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Shortcuts = “short” paychecks
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Building Value
Creating advantage in the sale
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Personal Value Building
Increasing your value in marketplace
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Adaptive Selling
You must be able to adapt to changing conditions
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Why Should I Buy From You?
The question on every customer’s mind
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Determine to be Different
To stand out in the crowd of “typical” salespeople
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Outstanding Self-Help Ideas
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Every Price is Too High
Until emotion and value are involved
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Price, Value or Risk? – All are important
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Setting and Achieving Goals
Why and how
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Making It Your Best Year Ever
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Goals and Performance Tracking
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Sales Success, Part 1
Make these part of your successful daily routine
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Sales Success, Part 2
Prepare to succeed
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Safeguarding Against Failure
Part 1
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Safeguarding Against Failure
Part 2
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Guaranteed Success
Part 1
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Guaranteed Success
Part 2
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Qualities for Successful Sales
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Building a Contact Base
Don’t rely on floor traffic
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Prospecting Through Self-Promotion
Self-promotion enhancing sales and credibility
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Consistency in Production
Eliminate “peaks and valleys” in sales production
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Personality Types
Understanding and reacting to different personalities
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Personalities Make a Difference
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Conflict Resolution
Dousing the flames and turning problems into opportunities
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Managing Conflict
When done correctly, enhances sales success
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Complaints = Opportunities
Handle them right and you will be rewarded
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Give Every Customer a Chance
Prejudging guarantees missed sales
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Taking the Confrontation Out of the Sale
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Collapsing Confrontations
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People Don’t Like to be Sold (but they love to buy)
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Taking Care of Business
Creating a customer-friendly environment
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Internal Relationships, Part 1
Developing a successful “team” atmosphere
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Internal Relationships, Part 2
Harmonious departmental relationships are vital to success
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The Value of Team
4 keys: commitment, Communication, Trust and Self-Motivation
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Succeeding in a Transitional Environment
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Dealing With Personal Pressures (and still sell)
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Continued Education
Real career growth for the serious student
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Where Deals Are Lost
3 segments that discusses the areas in which the sales process has a disconnect between customer and salesperson
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Focus on Risk
Reducing the “risk” factor
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Be 10 Times Better Than You Are
Recognizing your potential
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15 Qualities Salespeople Should Possess
Importance of specific qualities
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Dealing With Slowdowns
Dealing With Slowdowns
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Why Don’t Prospects Buy?
Six reasons
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Inside the Sale, Part 1
Inside the Sale, Part 1
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Inside the Sale, Part 2
Inside the Sale, Part 2
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Habits Rule Your Life
Each of the 4 segments share the habits that every salesperson must develop to maximize their potential for success
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Average vs. Superior
Part 1
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Average vs. Superior
Part 2
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Road to the Purchase
Road to the Purchase
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What is Your Purpose?
What is Your Purpose?
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Ego in the Sales Process
Ego in the Sales Process
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