In-Store training

Day One:

I. Meeting with Managers and Dealer(s) to outline and review the consulting visit. Analyze current selling system's strengths and weaknesses. Introduce Ziegler SuperSystem's philosophy and techniques unique to the system.

II. Kickoff Meeting with entire sales force. (Equally divided into morning and afternoon sessions: Half managers and half sales force in each).

III. Topics for Sessions:

• Overview of selling skills
• Minimum responsibilities of a salesperson
• Image Enhancement
• Duties of a Sales Professional
• Time Management
• Goal Setting
• Commitment Statement / Goal Statement
• Introduction to the "Road To The Sale"

Day Two: (Classes to be divided same as previous day)

I. Continuation of "Road to the Sale" including meeting and greeting the customer, presenting the vehicle, establishing common ground, demonstration of the vehicle, product knowledge, etc.

II. Introduction to "4 Square" Selling System. Overcoming customer objections. Extensive training and practicing customer friendly word tracks.

III. Actually desking deals in late afternoon/evening with managers and making sales force accountable for their actions/decision.

Day Three:

I. Review and complete "Road to the Sale"

II. Enhancing Professional Selling Skills:

• Prospecting
• Customer Tracking and Follow-up
• Telephone Skills

III. Extensive Role Playing

IV. General Summary of Training with Q&A

V. Desking Deals with Management/Sales Force

Day Four:

I. Implementation of Entire System

II. Inspect what we Expect

Our In-Store consultancies can be modified to accommodate your needs.