THE HARDER YOU WORK, THE LUCKIER YOU GET.
~ Gary Player
 
 
NON BDC PHONE TRAINING - CURRICULUM OVERVIEW
Day 1
8:30-12:30 _ sales and _ management Handling Incoming Sales Calls
• The importance of being prepared
• Listening to how the competition is handling sales calls
• How to sound customer focused on the phone
• Using a work sheet on every call-The Customer Assistance Call Guide
• Handling Objections: 17 Ways to Handle Price
What is my trade in worth?
What would my interest rate be?
Used car ad calls (miles, payments)
• How to close on a specific, professional appointment
• How to make the managers confirmation call to double show ratios
• Appointment no-show follow-up call
• Establishing call process, setting benchmarks
1:30-5:30pm _ sales and _ management Handling Incoming Sales Calls
• The importance of being prepared
• Listening to how the competition is handling sales calls
• How to sound customer focused on the phone
• Using a work sheet on every call-The Customer Assistance Call Guide
• Handling Objections: 17 Ways to Handle Price
What is my trade in worth?
What would my interest rate be?
Used car ad calls (miles, payments)
• How to close on a specific, professional appointment
• How to make the managers confirmation call
• Appointment no-show follow-up call
• Establishing call process, setting benchmarks
530pm-Close Precision Trainer works one on one with both salespeople and managers in the showroom
Day 2
8:30-12:30 _ sales and _ management Part 2 Handling Incoming Sales Calls
• Testing on previous days subject matter
• Review of previous days subject matter
• Role-play of Customer Assistance Call Guide
• All students role-play the following calls/word tracks: Handling price objections
Trade value?
Miles on pre-owned
Interest rates?
All other objections
• More testing based on current days curriculum
1:30-5:30pm _ sales and _ management Part 2 Handling Incoming Sales Calls
• Testing on previous days subject matter
• Review of previous days subject matter
• Role-play of Customer Assistance Call Guide
• All students role-play the following calls/word tracks: Handling price objections
Trade value?
Miles on pre-owned
Interest rates?
All other objections
• More testing based on current days curriculum
530pm-Close Precision Trainer works one on one with both salespeople and managers in the showroom
By the end of day 2, each attendee will have role-played several times. This enables them to have the confidence to use the word tracks when speaking with a real prospect. Managers are directed to role-play first. We believe in the old adage that the pace of the leader determines the pace of the pack. The salespeople buy-in faster when they see their managers role-play effectively. It is not uncommon for our clients to triple their current sold units from incoming sales calls after these first two days of phone training.
Day 3
8:30-12:30pm 1/2 sales and 1/2 management Unsold Floor Up Follow Up/Owner Base Retention
• Testing on what salespeople are presently saying to unsold prospects
• Why people take more time to shop
• Information we should gather to improve follow up
• The call guide for calling back unsold prospects
• Handling objections word tracks
• Role-play new word tracks for handling objections
• Testing on new information
• When and how to follow up with owners
• The Referral Phone Call
• Building a client list/business
• Marketing ideas only the top pros know
• Setting benchmarks and goals for repeats and referrals
1:30-5:30pm - 1/2 sales and 1/2 management Unsold Floor Up Follow Up/Owner Base Retention
• Testing on what salespeople are presently saying to unsold's
• Why people take more time to shop
• Information we should gather to improve follow up
• The call guide for calling back unsold's
• Handling objections word tracks
• Role-play new word tracks for handling objections
• Testing on new information
• When and how to follow up with owners
• The Referral Phone Call
• Building a client list/business
• Marketing ideas only the top pros know
• Setting benchmarks and goals for repeats and referrals
530pm-Close Precision Trainer works one on one with both salespeople and managers in the showroom
 
 
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Precision Training, Inc., P.O. Box 101 Naperville, IL 60566-010  •  Business Office/Sales - info@1bdc.com