The document outlines a training program for automobile sales focused on developing interpersonal skills, brand appreciation, and effective sales strategies for BMW dealerships. It emphasizes the importance of understanding customer needs, building relationships, and handling price objections to improve sales performance. The training will cover the sales process step-by-step while encouraging participants to engage positively and apply their experiences.

1. Automobile Sales Training By: Mohamed Eltalkhawi

2. Frame of Mind Our training is designed to develop the following: DCH way Dealership processes Interpersonal skills New perspective on interacting with our customers Growth of our business State of mind when dealing Selling BMW or selling ourselves

3. Frame of Mind Having the right frame of mind as we begin the training is so essential that I ask you to release yourself from the current state of mind and focus on the material of all the upcoming trainings. We are not going to invent the wheels or talk about something you never heard off, however it is new approach and refreshing to what we already know. I would like also for you to bring your previous experience to the forefront during this training. Your positive participation is crucial to the success of this training.

4. BMW Brand We’ve got the Brand We need to develop relationship, we don’t need to sell the car. Customers wants: Hassle free buying experience To be heard Develop a relationship Establish value

5. BMW Brand Behavior JOY is the BMW Brand’s core value Joy of success Joy of ownership Joy of driving (The Ultimate Driving machine) Joy in finding genuine values Every contact with the Brand is an opportunity to experience joy We spread joy We are the Ambassadors for BMW

6. Taking Control As we are all facing a challenging market conditions and challenges among ourselves; we have to change our strategy to become Management Driven versus Market Driven. We are very fortunate that our Brand enjoys high quality and demand.

7. Raising Sales There are ways to raise sales: Buy sales Work longer and harder Improve sales Guess which way works best?

8. Raising Sales Statistics On “potential” – if business is down 15% this month or this year- that means that ( ) % of the market is still out buying cars. Since ( ) % of the customers is still out buying cars, if the managers and the salespeople just do a better job than our competition does, we can sell some of the customers they would have sold. If the above is true, if we do a better job than everyone else we can improve our ( ) in any market. 85 85 Sales

9. Customers’ Behavior Most of our customers brings up “Price” in some form, out on the showroom, before they actually find the car they are willing to take home today. Price is important, but our customers make their decision to purchase based on the value they feel they will receive for the price they have to pay. If customer objects to the price – their real objection is that not enough value was established by the sales person to justify the price If the customer like the sales person they talk to, and feel the sales person knows what they are doing – they are more likely to buy. If our customers leave the showroom without buying – if the salesperson stays in touch with a good follow-up program, there is a great chance the customer will come back in and buy If the salesperson doesn’t stay in touch with the customer, statistics prove, unfortunately the customer will buy from our competition.

10. Customers’ Behavior How can we handle price objection? How can we deal while in control? How can we maintain gross? We are going to cover all of the above in our upcoming trainings

11. Customers’ Behavior Facts ( ) of the people who go out and look at a car or truck buy one ( ) of the people, who bought, decided to buy before they even walked in ( ) of the people told the salesperson they are just looking ( ) of the people buy a different make or model vehicle, or a different features than they originally intended to buy ( ) of the people, who buy, said they bought because they liked, trusted and respected the salesperson they dealt with Gross profit is about $ ( ) higher on repeat customer than it is on walk-in 78% 85% 72% 86% 71% $600

12. Customers’ Behavior Facts Like you Listen to you Believe you Buy People believe more what they SEE than what they HEAR Articles (3 rd party evidence) Demo Presentation

13. The basic Steps To Build a Sale 1 st Imp Greet Build Rapport Investigate Presentation Demonstration Service Walk Evidence Manual . . . Credit. App . . . W/Up Counting everyone they talk to They only give about ( ) out of 10 good presentation and demonstration ( ) % of the salespeople don’t approach the prospect promptly ( ) % of the sales people don’t approach the prospect properly ( ) % of the customers said that their salesperson did not control the sale, investigate to find their wants and needs or build rapport before they tried to sell them a car 2 52 76 85

14. The basic Steps To Build a Sale ( ) % of the customers said they did not get a good presentation and demonstration ( ) % bought on the spot when they did get a good presentation and demonstration If they didn’t buy, ( ) % of the people were never contacted again after they left. If they had been followed up, ( ) % would have become a be backs and when they did come back in, ( ) % would have bought on that visit If they do buy, ( ) % are never contacted again by their salesperson about purchasing another vehicle and that is too bad because ( ) % of the people will buy more cars. 80 50 90 33 67 90 95

15. The Basic Steps To Build a Sale If we were serious about selling as our customers are about buying. Our Dealership sure would sell a lot more cars

16. Upcoming Training We are going to cover our Selling Process one step at the time. Meet and Greet Needs Assessments Product Presentation Demonstration Negotiation Closing Delivery

17. Selling Process Meet & Greet Assignment 1 st impression Good closer is a good opener Develop rapport Pick a greeting

18. Sales Training T H A N K Y O U