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Road To Good Intentions
- 1. RJWINTERS Initial Sales Training Protocol NADA RIT FDU
- 2. THE ROAD TO GOOD INTENTIONS • The Road to the Sale • Greeting • Build Rapport • Investigate • Presentation • Demonstration • Service Walk • Evidence Manual
- 3. FOLLOW THE YELLOW BRICK ROAD • Negotiation & Paperwork • First Pencil • Counter Offer • Credit App • Buyers Order • Trade Payoff • Intro to F&I • Delivery
- 5. THE SHADOW EFFECT • Follow me Kid • Coffee and a Bagel • Fly for Lunch • Pull up a Car • Stock in the Trade • Write up this deal • Deliver this car
- 6. HIT THE GROUND RUNNING • Wait for the Up Bus • Product Knowledge • Manufacturer Certified •Now what?
- 7. GONE FISHING • More than just waiting for the fish….. • Tie a knot • Bait a hook • Flycasting • Baitcasting • Set a hook • Remove a hook
- 9. THE WHOLE PACKAGE • Prospecting • Quality Conversations • Networking • Friends & Family • Clubs & Organizations • Restaurant/Bars • Self Promotion • Service Drive
- 10. PICK UP THE PHONE • Who ya gonna call • Orphan Owners • Service Customers • Un Sold Opportunities • Lease Ending • Finance Maturities • Dealer Programs
- 11. FILL THE PIPELINE • So, how do you get them to fill their pipeline • You make it a condition of continued employment. • You'll provide training and coach those who don't know how • You'll provide training and long-term coaching for those who are uncomfortable • You'll replace those who lack commitment • You'll redeploy those who aren't motivated to an account management position • The rest - the professionals - don't have to be asked
- 12. CHANGING THE CULTURE • 1. The culture won't change on its own. • 2. The culture won't change without someone in management driving that change. • 3. The culture won't change without identifying people who should be participating • 4. The culture won't change without simple, basic expectations. • 5. The culture won't change without showing them how to do what they need to do to meet the expectations. • 6. The culture won't change without training them with the necessary skills to provide them some ability and confidence. • 7. The culture won't change without coaching. • 8. The culture won't change without getting outside expert advice. • 9. The culture won't change unless there is an early emphasis on low -risk concepts like cross-selling, up-selling, calling inactive customers/clients, and trolling for referrals • 10. The culture won't change unless management holds everyone accountable . • There you have it. Good Luck,
- 13. RJWINTERS • Rob Winters • Scott Farbman • 973-866-5112 • 973-879-6845 • rob@rjwinters.com • scott@rjwinters.com
- 14. WWW.RJWINTERS.COM rob@rjwinters.com 973-866-5112
Editor's Notes
- The road to hell is paved with good intentions
- With proper training and a great GRIPDSE, this part is a cake walk
- Shadows the old pro… no fresh ups, no prospecting, this guy works off repeats & referrals.. And drinks lots of coffee
- They get thrown a few bones, trip over a deal or 2. Discouraged, they take a job at Burger King doubling their income.
- There’s more to it than waiting for a fish