Course Content Expand All | Collapse All Chapters Status 1 Chapter 1: Introduction Welcome Meet Your Instructor & Why Virtual Training Why a Process & Process or Chaos Why don't dealers make $1MM in sales The 3 Rules of Selling Value 2 Chapter 2: Pre Sale Before the Sale Handling the Call Before the Appointment 3 Chapter 3: The Comfort Concerns List© 5 Keys to Asking Effective Questions Getting to the table 4 Chapter 4: The Comfort Survey The Comfort Survey Process 5 Chapter 5: Quiet Time You Customer 6 Chapter 6: Benefits Focused Presentation The Power of "you said" The Wheel of Value Model Presentation 7 Chapter 7: Asking for the Order The 2 Magic Questions Asking for the Order 8 Chapter 8: Gaining Commitment t Your Price is Too High We're going to talk to others We've got a cheaper price from ABC We can't afford it Discounting Topic Seven The 3 D's 9 Chapter 9: Post Appointment Process t Yes to the Sale No to the sale 10 Chapter 10: Implementation t One Minute Review Form Goal Setting 11 Chapter 11: Close Thank You
