In-House Training

Private In-House Sales Force Training

Information Based Selling

Information Based Selling Point Of Contact 100% Write Up Full Disclosure Negotiations Phone Power The Close

Presented by: Certified Cardone Trainer
   
Format: Two day private In-House workshop 
   
Introduction: This workbook will present an overview of the Cardone Express Sales Process. It is designed to give you sufficient information and experience to be able to begin using this sales method immediately … and see the results in your paycheck!
Attendees will:

• Learn how to deliver a power greeting

• Review and practice performing an appraisal while simultaneously creating a vital customer profile

• Study ways to make smooth transitions from one step in the sales process to the next

• Learn to help customers make a fast and accurate selection

• Learn to transition into an emotionally charged and dramatic presentation / demonstration

• Practice presenting selection alternatives

• Discover the importance of the write up and how to make it work for you

• Practice negotiations and work on skills for being an effective closer

 
Implementation: In this visit we will implement the following process tools.
• Coach Pads

• Exit Packages

Upon completion of this visit you will be able to use the Coach Pad during the Appraisal in the second step and Exit Packages for giving the customer an exceptional Exit Experience.

The Cardone Group

Point of Contact

Information Based Selling Point Of Contact 100% Write Up Full Disclosure Negotiations Phone Power The Close

Presented by: Certified Cardone Trainer
   
Format: Two day private In-House workshop 
   
Introduction: This workbook will present a detailed look at the power greeting and the appraisal steps in the Cardone Express Sales Process.
Attendees will: • Practice the power greeting

• Practice appraisal and customer profiling

• Give examples of the type of information that would be included in a complete customer profile

• Create conversational questions that will provide a complete customer profile

• Describe how the appraisal can be a tool for customer profiling

• Compare the benefits of doing an appraisal before selection to doing it later in the process

• Role-play ways to transition from the greeting to the appraisal

• Role-play the appraisal

• Complete a “Coach Pad” while doing an appraisal of the customer’s vehicle

 
Implementation: • Media wall
• Designated appraisal area
Upon completion of this visit you will have a designated area for the appraisal in the second step and will have created a media wall, learned how to use it to close deals and assigned a manager to keep it current.

The Cardone Group

100% Write Up / Selection Demonstration

Information Based Selling Point Of Contact 100% Write Up Full Disclosure Negotiations Phone Power The Close

Presented by: Certified Cardone Trainer
   
Format: Two day private In-House workshop 
   
Introduction: This workbook will review the greeting and appraisal steps of the Cardone Express Sales Process increasing your understanding of how these steps tie into selection / demonstration. Additionally the workbook presents a detailed look at the selection / demonstration process including the use of selection alternatives.
Attendees will: • Practice the power greeting and appraisal / buyer profile steps of the Cardone Express Sales Process

• Learn how to use the buyer profile to assist the customer in selecting a vehicle

• Tailor a presentation / demonstration to the customer’s need (size, style, safety, comfort, economy, performance, dependability, resale value, image, etc.)

• Learn how the senses can be used to create emotional involvement when demonstrating a vehicle

• Role-play doing a complete selection and demonstration of a vehicle

• State a number of trial closes that can be used during the transition to the write up

• Give the rationale behind attempting to write up 100% of potential buyers

• Examine the validity of various excuses for not writing up the buyer

• Handle customer objections to being written up (such as “I need my spouse ...” or “I just want the bottom line I don’t want to go through all that!”)

 
Implementation: In this visit we will implement the following support tools.
• “Give Give Give” pins and buttons

• Inventory arranged by model and price to invite the customer into the showroom

Upon completion of this visit your staff will wear and use the “Give Give Give” pins to initiate customer conversation and your inventory will be arranged by model and price from the least expensive to the most expensive inviting the customer into the showroom.

The Cardone Group

Full Disclosure Negotiations

Information Based Selling Point Of Contact 100% Write Up Full Disclosure Negotiations Phone Power The Close

Presented by: Certified Cardone Trainer
   
Format: Two day private In-House workshop 
   
Introduction: This workbook will present a detailed look at full disclosure negotiations including down payment, monthly payment,
rate and term.
Attendees will:

• Learn how to make a smooth transition to the presentation of figures

• Practice overcoming objections to the write up

• Practice using a negotiation process that is fast, easy and simple

• Learn consistent ways to negotiate each transaction

• Use worksheets to handle the presentation of figures

• Justify value of the selected vehicle utilizing payment breakdown

• Negotiate with buyers wanting to sell their own vehicle

• Practice overcoming objections during presentation of figures

• Role-play negotiation techniques

 
Implementation:

In this visit we will implement the following support tools.
• Same Payment Worksheet

• Incentive Matrix Worksheet

• Payment Breakdown Worksheet

Upon completion of this visit you will be able to use the negotiation techniques listed above. These types of negotiations allow your staff to be more flexible in how they address customer sensitive issues in the negotiating
process.

The Cardone Group

Internet Lead Management / Phone Power

Information Based Selling Point Of Contact 100% Write Up Full Disclosure Negotiations Phone Power The Close

Presented by: Certified Cardone Trainer
   
Format: Two day private In-House workshop 
   
Introduction: This workbook will concentrate on the specific exchanges that take place between the phone customer and the sales person. We will address the situations that cause a customer to call rather than come in. This workbook will also detail the customers fears and motivations, and will provide you with the specific language to overcome these situations.
Attendees will: • Handle price, availability, advertisement, interest rate & appraisal calls

• Learn to create appointments that show

• Create a need for yourself and your dealership

• Learn Fax Back / Information Overload Technology

• Learn Consistent language and techniques

• Learn Accountability for phone customers

 

The Cardone Group

The Close / Delivery Experience

Information Based Selling Point Of Contact 100% Write Up Full Disclosure Negotiations Phone Power The Close

Presented by: Certified Cardone Trainer
   
Format: Two day private In-House workshop 
   
Introduction: This workbook will teach Cardone closes so that you can be a master at not only the Cardone Express Sales Process but also a master at closing the deal.
Attendees will:

• Review entire Cardone Express Sales Process

• Initiate buyer sensitive issues

• Competently handle objections

• Learn and use a variety of closes

• Complete a final exercise that tests competency of the Cardone Express Sales Process

 
Implementation:

In this visit we will implement the following Cardone process checklists.
• Power Greeting

• Appraisal

• Selection / Demonstratiown

• Present Figures

• Delivery / Exit Experience
Upon completion of this visit you will be able to use the process checklists to monitor and continually improve all aspects of your Cardone Express Sales Process

The Cardone Group

Call The Cardone Group today to find out how to enroll your dealership!

1-800-551-9020
Click here to email questions or request an appointment

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