STEPS-PROCESS
WHAT IS STEP 8?
CREDIT/PAYOFF
What motor is in the 2026 Camry?
2.5 Liter 4cyl
What is Toyota's "Basic" warranty on all new vehicles AND WHAT DOES IT COVER?
3 years/ 36,000 miles limited comprehensive or "Bumper-to-Bumper"
B: MISBUILT
A: MISASSEMBLED
D: MISDESIGNED
"I've driven one before! I don't need to Test-drive."
EX: Trying on shoe
What form is needed for you to leave the lot with a customer in a vehicle?
Test-drive form
What is step 3 and what are its two primary purposes?
1: Build Rapport
2: Open the Funnel
What are the PHEV trims in Rav4?
SE, WOODLAND, XSE, GR SPORT
LIFETIME WITH TINT, CAR-RX 12MONTHS, SCREEN DEFENDER 7YRS/UNLIMITED MILES
"I NEED TO TALK TO MY SPOUSE"
HINT: THERE IS A MORE CORRECT/TECHNICAL LIP LOAD TO USE
WHAT IS A 5-LINER FOR?
PROOF OF RESIDENCY FOR CASH/DOWNPAYMENTS ABOVE 3K
$499 WINDOW TINT, $499 CAR-RX, $299 SCREEN DEFENDER
WHAT PACKAGE IS UNIQUE TO JUST THE 2026 TUNDRA?
THE EV POWERTAIN WARRANTY COVERS WHAT COMPONENTS SPECIFICALLY?
MOTOR, INVERTER ,and converter
WHAT IS THE ACRONYM/FORM USED TO ANSWER ANY OBJECTION?
A: AFFIRM
I: ISOLATE
R: REBUTTAL/REBUTE
WHAT ARE THE 5 FORMS FILLED OUT DIGITALLY FOR A DEAL?
HINT: INFORMATIV DOCS
5LINER
PAYOFF AUTHO
TEST DRIVE/PRODUCT DEMO
PII
PRIVACY STATEMENT
WHAT ARE THE 4 MAJOR QUESTIONS/STATEMENTS OF THE NEEDS ANALYSIS?
1. MY JOB IS THREEFOLD
2.ALOT OF MY CUSTOMER DO RESEARCH CAN YOU CATCH ME UP TO SPEED
3. OUTSIDE OF TTL HOW MUCH
4. IF ALL TERMS AND CONDITIONS
WHAT ARE THE 2 SUSPENSION TYPES ON THE TACOMA AND NAME ALL AVAILABLE SHOCKS INCLUDED ON THE SR/SR5-TRAILHUNTER
HINT 6 "SHOCK ABSORBING" SYSTEMS
LEAF SPRING AND MULTI-LINK REAR COIL
STANDARD TOYOTA, SPORT TUNED, BILSTEIN, OLD MAN EMU, FOX QS3 REMOTE RESEVOIR, AVS
TOWING, JUMPSTARTS, FLAT TIRE, LOCKOUT PROTECTION, FUEL DELIVERY, WINCH
"I HAVE TO THINK ABOUT IT"
-PRE-NEGOTATION AND DURING NEGOTATIONS
"I HAVEN'T PUT ENOUGH INFO IN FRONT OF YOU LET ME PUT AN OFFER/PROPOSAL TOGETHER FOR YOU FOLLOW ME THIS WAY"
"I UNDERSTAND TYPICALLY WHEN CUSTOMERS TELL ME THEY ARE UNSURE AND NEED SOME TIME THERES SOMETHING DOESNT MAKE SENSE IN THESE NUMBERS. WHATS WRONG WITH THESE NUMBERS?"
OUTSIDE OF FINANCE WHO ELSE NEEDS A WEOWE
CODY SATTERFIELD/ACCESSORIES
HOW TO COACH THE SURVEY?
- FUNCTIONS AS A REPORT CARD
- IMPORTANT TO FAMILY TO FILL OUT
-OVERALL SCORE OF 5 ANY FEEDBACK IN COMMENTS BELOW
NAME ALL TUNDRA EXTERIOR COLORS?!?!?!
ICE CAP, MIDNIGHT BLACK METALLIC, MAGNETIC GREY METALLIC, CELESTIAL SILVER METALLIC, BLUEPRINT, LUNAR ROCK, SUPERSONIC RED, MUDBATH, WIND CHILL PEARL, WAVE MAKER
Name all warranties both including hybrid- TOYOTACARE IS NOT A WARRANTY
3/36
5/60
10/150
8/100
TIRES PRORATED 6Y/UNLIMITED MILEAGE
5/UNLIMITED CORROSION
ROLE PLAY: YOUR COMPETITION IS OFFERING 10K OFF, I DON'T HAVE A CO-SIGN, I DON'T KNOW IF I WANT TO PAY THAT MUCH
LESS VALUE MECHANICAL/POPULARITY, IT CAN BE ANYBODY, LIKE/LOVE
WHAT ARE THE 6 MAIN FORMS THAT GO INTO YOUR DEAL JACKET NO MATTER?
EXTRA POINTS FOR THE NEW FORM NEWLY INCLUDED IN THE DELIVERY PROCESS +15 PTS
PURCHASE ORDER, WEOWE, GROSS SHEET, VIN VERIFICATION, IN-HOUSE SURVEY, INVOICE/BOOKOUT
DELIVERY WORKSHEET