The document outlines the steps a salesperson must take to secure each base in the automotive sales process. There are three bases that must be achieved: 1) meeting and establishing rapport with the customer, 2) getting the customer committed to the vehicle, and 3) finalizing the sale and delivery of the vehicle. Each base involves multiple steps, such as learning customer needs, demonstrating the vehicle, negotiating pricing, and completing paperwork. Mastering these steps and knowing when the customer is ready to move to the next base are essential skills for salespeople to streamline the sales process and score a sale.

1. Delivery Customer Accepts Salesperson Customer Commitment Customer Accepts Vehicle 1 st Base 2 nd Base 3 rd Base Marketing Drives Inbound Opportunities to do Business Salesperson takes an up As in the game of Baseball, automotive sales requires that each base be secured in sequence, before a run can be scored To understand today’s retail sales process, we must first see what is required to secure each of these 3 bases…

2. Salesperson takes an up Customer Accepts Salesperson Customer Commitment Customer Accepts Vehicle 1. Meet & Greet Customer 2. Information Exchange 3. Establish Common Ground 4. Product Selection 6. Custom Presentation 7. Demonstration Drive 8. Set The Stage 9. Prepare Documents 10. Present Numbers 11. Review & Repeat – P.S.O.D. 12. Present Offer to Manager 13. Deliver Counter & Close 1 st Base 2 nd Base 3 rd Base Delivery There are at least 3 steps, or objectives that must be completed to secure a base Understanding the steps between each base will help solve for what is needed to streamline the sales process 14. Turn to F&I, Prepare for Delivery

3. Salesperson takes an up Delivery Customer Accepts Salesperson Customer Commitment Customer Accepts Vehicle Welcome Information Exchange Establish Common Ground Product Selection Custom Presentation Demonstration Drive Set The Stage Prepare Documents Present Numbers Plant Seed of Doubt Present Offer to Manager Deliver Counter & Close 1 st Base 2 nd Base 3 rd Base Signs of Acceptance Trial Close Essential Elements of an Offer Along the way, we have indicators that let a salesperson know if they can move forward These indicators, and how to interpret them, are the keys to streamlining the entire retail sales process Turn to F&I, then Prepare for Delivery