Ziegler Supersystems, Inc Automobile Dealership Success Plan

Sales Manager Training - F&I, Menu Training - Automobile Dealership Consulting - Dealership Support

Daily Sales Training Meetings

By Anthony Hall

I have found through many years in different dealerships both successful and on their way to success that daily sales training meetings are a critical aspect of sustaining all the goals of the dealership.

Daily meetings should be no longer then 30 minutes. The first 10 minutes should consist of new business, i.e., new rebates, newspaper, radio, TV. ads, inventory changes, etc. The next 20 minutes needs to be a productive training session consisting of verbalizing the 11 steps of the Road to the Sale. At this point, go around the room, point at a sales person and ask them Step1, next person, Step 2, ect.  Afterwards take one component of the 11 steps and train on it.

Example: Overcoming the dreaded what's your "bottom dollar", "what's your best price". Answer: I am so glad you asked me that Mr. Customer. If price is what you are worried about, we never lose a sale because of price...(learn to pace your customers, by making the emotional deposits because you are going to make a withdrawal, i.e.: lead the customer).

In this scenario use your time to implement new word tracts and build up your sales team and do this repetitively so they are better prepared to overcome the objections or questions that may have stumped them in the past. When you repeat these tracts over and over and the methodology of implementation, you become conversational and thus more believable. A very important aspect of these training sessions is to remain positive. Do not focus on the "what if" mentality. The "what if" question should be handled in a one on one meeting with the individual salesperson(s).

In this scenario, it is very important the trainer stays in control and this is done by focusing on the subject at hand.

In conclusion, if you do this on a daily basis, you will be able to see your sales team's confidence grow as well as your sales and profits! At last, you will have empowered your team and they will have the confidence to handle the dreaded objections and questions that may arise in the day to day operations and you, my friend, will have less stress and be more productive!

Anthony Hall

You can learn about the Road to The Sale along with word tracts that complement the only method to sell cars by giving Anthony Hall or any other of our consultants a call at  800.726.0510