SECRETS OF SELLING
DEMONSTRATION/TEST DRIVE
LEAD HANDLING
KNOW YOUR TEAM
BIG MISTAKES
100
These three types of questions are used by professional sales consultants to achieve different strategical advantages throughout the sale.
What are Yes Questions, Either Or Questions and Open Ended Questions
100
Following your discovery and during the vehicle walkround, these should be demonstrated based on level of importance for the client
What are "Hot Buttons"
100
These three actions are mandatory when claiming a fresh lead or following up with unanswered leads.
What is "Call, Text, Email"
100
Two only two people still on this team who have ever broken and held SJVW individual volume records.
Who are Brandon and Yao
100
This causes delays for your colleagues and makes it difficult to locate vehicles when preparing them for appointments
What is "Not Setting the Proper Vehicle location in the Keyper System"
200
This small phrase summarizes what happens when finance doesn't call a client to update them, sales people don't respond to a lead, or a vehicle is pending work for too long after the deal is closed
What is "Time Kills Deals"
200
Allowing the client to touch and feel the keys and the vehicle, then tying it's features into their lifestyle - creates this in the clients mind
What is "Mental Ownership"
200
Guidelines used to help you properly reply to and convert chats into CRM leads in Gubagoo.
What are the "8 Pillars of Gubagoo"
200
Two men who have successfully achieved their ultimate shared goal of reaching the same body weight as each other.
Who are Jesse and Dustin
200
Failing to bypass and starting to discuss price and discounts prior to first pencil with your sales manager
What is "Pre-Negotiating"
300
This small tag on statement is used to make the buyer feel included or as if they're making decisions already made by the majority
What is "Most People" or "Most of my Clients"
300
The name of the "close" that involves telling the client where to park the vehicle when they return from the test drive is what?
What is "The Sold Line Close"
300
An approach to lead handling that excites the client, puts a face to the name and differentiates you from the competition
What is "Bomb Bomb Videos"
300
Our most senior salesperson. Longest tenure.
Who is Harp
300
You are a ______ when you allow the customer to control the sale, when they're the ones asking all the questions and making demands and you have no control.
What is "Being an Order Taker"
400
This technique is used to direct the conversation away from discussing numbers, in order to continue learning about your client or building value in your product and yourself during the discovery phase.
What is "Bypassing"
400
This method of demonstrating the vehicle allows you to systematically walk the client around the vehicle, while remaining in control of the demonstration and showing the vehicle in its entirety
What is "The 5 point Walk Around" (The 6 point walk around if you're Bill)
400
A lead can only be put into this category or status when it's been extensively worked, the information is incorrect or the client responds negatively to our outreach.
What is "Manager Review"
400
The bringer of pain, the brute, the brick house, the King of Lebanon himself.
Who is Bilal
400
In the winter months, failing to do this will spell disaster for your pay cheque, your mental health and you will question whether or not this job is for you.
What is "Prospecting"
500
Strategically declining to take a buyer's deposit when they request to hold the car so they can think about it, can stir up what feeling in the buyer?
What is "Urgency"
500
When returning from the test drive. You should always designate a _____ that reminds you to begin summarizing the selling features of the vehicle that meet the clients needs.
What is a "Landmark"
500
When outreach is successful and the client responds, this should be your primary objective when communicating with a fresh lead.
What is "Appointment Invite"
500
The early bird gets the mcdonald's breakfast wrap
Who is Vlad.
500
Doing this can cause surprise negative google reviews and emails sent in to your managers days, weeks or even months after the clients purchase.
What is "Failing to follow up to fulfill promises made during the sale"