Qualify
First of the 5 Steps
INTRODUCE
MEET & Greet
Name the 5 steps in order
Introduce Qualify Present Demonstrate close/follow up
The 1 goal of a phone call
Appointment
When I come to the desk to discuss a deal I need to have AT LEAST one of these two things. NAME THEM both
Stock number
Phone number
How many deals a month do I need to average to keep my seat?
8 minimum
2 qualifying questions
Color, vehicle type, who is the vehicle for,……
Payment is too high objection
Various
Name the Phil Long 5 steps
Introduce
Qualify
Presentation
Demonstration
Close/follow up
Proper Dresscode for a salesperson
Business casual
Phil Long branded attire
Name tag
What do I need to start a deal when I approach the desk?
Drivers license proposal sheet
The goal of the qualify step is to
Investigate
Fact finding
I need to think about it
Sounds like there’s something maybe you’re uncomfortable with… What are your thoughts?
I should do this more than I speak
Listen
I can pull and hold keys without a deal/deposit
PUT THE F’ing keys back!!!!!!!!!!!!
What are TWO additional things I MUST have for a SPI-FI (bad credit) Checkout
POI
POR
Describe the difference between open ended questions and close ended questions. Which one should you be using most often?
Closed: yes/no
Open: requires conversation
OPEN
True or false Objestions kill your car deal
FALSE. THEY START IT
what is Mirroring
Matching customers energy / vibe
What is the AVERAGE # of days a buyer is in the market?
89
Filling out a credit app I can leave work phone # blank
FALSE
You need a completely filled out credit application
List the two primary goals of the qualifying step
Learn the customers goals so we can create flexibility
Learn buying motivations
Give an example of a closing question:
Will this be titled in one name or two?
If the numbers make sense, any reason you wouldn't buy today?
Ect.
Describe a proper demonstration
pull out vehicle, butterfly…ect. Put on a show
What are the 4 qualifiers for spiffs this month
3 Training classes a week
20 confirmed appointments
100% new car checklists
90% ford Pass
When do deals need to be "upstairs" for me to qualify for fast start bonus?
EOD on the 15th