The document outlines an agenda for a sales training that will cover various aspects of the sales process. It will teach salespeople about introducing themselves and their career, communicating effectively with customers, learning customers' needs through interview and fact finding, overcoming objections, evaluating trade-ins, presenting products to match customers' wants, demonstrating vehicles safely, and negotiating deals. The goal is to give salespeople the tools to move customers through each step of the process successfully and build long-term customer relationships.

1. TRUE SALES TRAINING
The Training will be on the Procedure and
the Process’s that we need to move the
customer through the steps to the Sale.
And why the Process is critical to
completion of the sale, and building a
career in the industry that will last.

2. INTRODUCTION TO SALES
We will cover a Sales as a career and the tools
needed to be Successful
Explain how we will be measured by our.
 Behavior
 Integrity
 Accountability
 Team Work
 Commitment

3. SALES PROCESS
We will Cover the Reasons that a process is critical to
complete the Sale.
The set process will give us:
 Higher Gross Profit
 Increased Sales Volume
 Higher CSI
 And an increase in salesperson Retention

4. COMMUNICATION
We will train on the different ways and styles that
people communicate.
And how to ask the right questions and interpret
the answers.

5. INTERVIEW / FACT FINDING
We will train on how to get the information
we need to:
 Set the stage
 Find the right vehicle
 Build rapport
 And give us the tools to make the sale.
And the importance of genuinely caring about the customer’s
needs and wants, so a relationship can be built on respect and
common ground.

6. OBJECTIONS
Stated VS Real Objection
How to identify the difference between Real and Stated
Objections.
And to find out what the objections are based on and how
to:
 Acknowledge
 Restate
 And work to Overcome them

7. TRADE EVALUATION
We will train on the importance of the
Trade Evaluation by the salesperson and how it will be
done to:
 Help build Relationship
 Work through the Devaluation process
 Find Information on hot buttons that can be used in the selling process.

8. PRODUCT PRESENTATION
We will train on the way to present the vehicle
Using Feature / Benefit, and the information that we’ve
gathered to tailor it to what’s important to the customer
in there next vehicle.
 We focus on how the product presentation is one of the most
critical steps in the selling process.

9. DEMO
We will cover the importance of Safety during this process,
and what we need to do prior to the Demo.
 Set Customer vehicle settings
 Explain the demo route
 Set the customers up for how the vehicle will handle.
 Tell the customer how to drive the vehicle to show off selling points that
they want in there new car.

10. NEGOTIATIONS
Will cover the basic information that the sales person will
need to start the Negotiation process.
We will train on setting the stage for negotiations and
explaining on what to expect during this part of the
process.
 Specific Negotiation style will designated by the dealer during On
Site Dealership Training.
 During open training Negotiation will be done on an individual
bases at the end of the seminar, based on the salespersons
dealerships request.