Lesson Elements
- 39 Interactive Modules
- Downloadable Workbook
- Key Lesson Takeaways
- Checklist Of Action Items
- 9 Quizzes | Knowledge Checks
- Resources | Glossary
- Certification
You Will Learn How To:
- Explain why it’s important to ask the right questions, the right way during fact-finding.
- Describe the process of gathering customer contact information and explain what you should do with it when you get it.
- Give examples of the types of information you should gather to help you select the vehicle that matches your customer’s needs and wants.
- Describe the process you should follow when asking questions to gather detailed information, so it won’t seem like you are interrogating your customer.
- List specific questions that you should ask each customer to ensure you gather high-quality information that you can use during the sales process.
Successful Fact-Finding
- High Qualify Information
- Asking Questions vs. Cross-Examination
- Why Interview The Customer?
- Practice Asking Questions
- Where The Interview Takes Place
- Interview At Their Current Vehicle
- Interview At Your Desk
- Take Notes
- Do More Listening Than Talking
- Customer Contact Info
- First Things First
- Why Their Current Car Matters?
- Current Car Review
- More Questions About The Current Car
- Getting More Details
- How The Vehicle Will Be Used
- Primary Use Of The Vehicle
- What This Tells You
- Primary Drivers
- Going The Distance
- Interpreting The Answers
- Financial Info
- How Much Payment
- Trade-In Questions
- More Financial Info
- The More Questions You Ask, The Easier The Sale
- Control The Sale Through Questions
- Wide Range Of Questions
- Entering Customer Info Into The CRM & The Guest Sheet
- Body Language Says It All
- Stay In Sync With Your Customer
- Pay Attention To The Little Things
- Facial Expressions
- Moving On To Selecting A Vehicle
- Explore The Power Of Questions
