This document discusses strategies for improving a car dealership's advance sales process. It notes that current processes often break down due to a lack of clear direction, shortcuts, weak resources, and inconsistencies. The goal is to master a consistent selling method that enhances the dealership's image, promotes its products effectively, measures customer commitment, and satisfies customers, managers and salespeople. It outlines developing commitment, making counteroffers, creating movement, and focusing on the "big 3" of estimated monthly installment, sales tax savings, and potential equity investment.

1. Pg. 37
Advance Sales
Strategies for Today’s
Dealership
Danny Alkassmi
President
Rising Beyond Inc.

4. Why Selling Process Breaks Down
• No real process or clear • Shortcuts
direction to begin with
• Weak resources
• The process was never really  Management
learned  Tools
 Training
• Steps are commonly done
out of order • Parts of the system are
 Inconsistent
• Salespeople move too fast or  Flawed
too slow  Illogical
 Not customer friendly

5. The Goal is to Master a
Selling Method That Will
• Enhance our image and eliminate the early
pressure
• Promote our product above the competition
• Measure the customer’s level of desire to
“buy/lease” and solidify the commitment
• Satisfy everyone: our customers, our manager
and ourselves

31. GP Drain$
Developing the commitment
First Counter
Creating movement

32. The Big 3
EMI
STS
PEI