STEPS TO THE SALE
How many steps are there to the TOB sales Process?
11 Steps
What motor is in the 2026 Camry?
2.5 Liter 4cyl
What is Toyota's "Basic" warranty on all new vehicles?
3 years/ 36,000 miles limited comprehensive or "Bumper-to-Bumper"
"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
"I-FORCE MAX" MEANS WHAT?
I-FORCE= TURBO ; MAX= HYBRID
Name 3 features of the STAAR Safety system and what they do?
VSC, TRAC, ABS (ANTI-LOCKING), EBD, BA, SST
"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
Present a pencil the TOB way!
Price of mine, Price of yours, two pymt options, retail, lease, down payment /terms, downpayment/terms, circle an option that works best for you and sign at the bottom.
WHAT IS THE COLOR LIMITED TO THE TACOMA TRAILHUNTER EDITION?
THE EV POWERTAIN WARRANTY COVERS WHAT COMPONENTS SPECIFICALLY?
MOTOR, INVERTER, AND TRANSMISSION (PARTS THAT MOVE THE VEHICLE)
I: ISOLATE
R: REBUTTAL/REBUTE
What is the difference between a test-drive and Bailment form?
A test-drive form is when you are with a customer and a bailment form is when you are not.
WHAT ARE THE 3 MAJOR QUESTIONS OF THE NEEDS ANALYSIS?
1. OUTSIDE OF TAX OF TTL HOW MUCH MONEY BEING PLACED DOWN
2.ON A SCALE OF 1-10 WHAT IS YOUR CREDIT
3. IF ALL TERMS AND CONDITIONS ARE AGREEABL YOU'RE READY TO BUY
WHAT ARE THE 2 SUSPENSION TYPES ON THE TACOMA AND NAME ALL AVAILABLE SHOCKS INCLUDED ON THE SR/SR5-TRAILHUNTER
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
Name all 11 steps including your next day follow up procedures
-ALL 11 STEPS
- GENERAL FOLLOW UP W/ COACHING OF SURVEY
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 FORMS THAT GO INTO YOUR DEAL JACKET NO MATTER?
PURCHASE ORDER, WEOWE, GROSS SHEET, VIN VERIFICATION, IN-HOUSE SURVEY, INVOICE/BOOKOUT