Sales Training Session

Introduction

• Emphasis on sales training, focusing on objections and framing.
• Engaging with audience members for live training examples.

Trial Close and Handling Objections

• Scenario 1: Engaging with a potential buyer post-test drive.

  • Emphasis on not overselling and understanding when to stop.
  • Importance of providing just enough information to facilitate decision-making.
  • Example dialogue:
    • Salesperson: "If numbers worked out today, would you drive home this car?"
    • Potential buyer: "I need to think about it."

• Key Learning:

  • Handle objections by agreeing initially, then presenting numbers succinctly.
  • Avoid overselling; keep interactions concise and direct.

Building Relationships vs. Closing the Deal

• Salesperson should establish a relationship while focusing on closing the sale.
• Use a direct approach to address objections and guide the customer back to the deal.
  • Phrase like: "What would be the deciding factor in buying after seeing all vehicles?"

Framing and Word Tracks

• Importance of Framing:

  • Use strategic language to guide customer decisions.
  • Frame objections positively to keep the sale on track.

• Word Track Strategies:

  • Handle objections like "I need to think about it" by presenting a choice: "Is it the price, payment, or the trade?"
  • Use hypothetical scenarios to guide decision-making.

Objection Handling Techniques

• Future Expectations:

  • Hypothetical questioning to understand customer priorities.
  • Focus on defining whether the car or deal is the priority for the buyer.

• Push Through vs. Sniper Approach:

  • Avoid "machine gun" style (overwhelming with information).
  • Use "sniper" approach (direct, precise questions and responses).

Practical Exercise: Overcoming Phone Objections

• Handle finance-related questions over the phone without divulging too much.
• Word Track Example:
  • "I'm so glad you asked that. Our licensed finance department uses a strict budgeting system..."
  • Assure customers about financing concerns and schedule an in-person meeting.

Continuous Learning in Sales

• Highlight the need for ongoing training and adaptation in sales techniques.
• Encourage learning different methods to overcome common objections.

Conclusion

• Importance of framing and handling objections properly.
• Ongoing training and adapting word tracks crucial for success in sales.