FMC BASIC TRAINING

Qualify

100

First of the 5 Steps

INTRODUCE

MEET & Greet 

200

2 qualifying questions

Color, vehicle type, who is the vehicle for,……

300

The goal of the qualify step is to

Investigate

Fact finding

400

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  

500

List the two primary goals of the qualifying step

Learn the customers goals so we can create flexibility

Learn buying motivations

I Object

100

Name the 5 steps in order

Introduce Qualify Present Demonstrate close/follow up

200

Payment is too high objection 

Various

300

I need to think about it 

Sounds like there’s something maybe you’re uncomfortable with… What are your thoughts?

400

True or false Objestions kill your car deal

FALSE. THEY START IT 

500

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.  

Basics

100

The 1 goal of a phone call

Appointment 

200

Name the Phil Long 5 steps 

 _Introduce 

Qualify

_Presentation 

_{Demonstration}

_{Close/follow up}

300

I should do this more than I speak

Listen

400

what is Mirroring

Matching customers energy / vibe 

500

Describe a proper demonstration 

pull out vehicle, butterfly…ect. Put on a show 

House Keeping

100

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

200

Proper Dresscode for a salesperson 

Business casual

Phil Long branded attire 

Name tag

300

I can pull and hold keys without a deal/deposit

PUT THE F’ing keys back!!!!!!!!!!!!

400

What is the AVERAGE # of days a buyer is in the market?

89  

500

What are the 4 qualifiers for spiffs this month

3 Training classes a week 

20 confirmed appointments

100% new car checklists

90% ford Pass

Deal

100

How many deals a month do I need to average to keep my seat?

8 minimum

200

What do I need to start a deal when I approach the desk?

Drivers license proposal sheet

300

What are TWO additional things I MUST have for a SPI-FI  (bad credit) Checkout

POI 

POR 

400

Filling out a credit app I can leave work phone # blank

FALSE   

You need a completely filled out credit application

500

When do deals need to be "upstairs" for me to qualify for fast start bonus?

EOD on the 15th