Lesson Elements
- 32 Interactive Modules
- Downloadable Workbook
- Key Lesson Takeaways
- Checklist Of Action Items
- 8 Quizzes | Knowledge Checks
- Resources | Glossary
- Certification
You Will Learn How To:
- List reasons why people start shopping for a vehicle.
- Define perceived value.
- Identify factors that drive perceived value.
- Discuss the role that emotions play in the sales process.
- Define impending or unrecognized needs.
- Give examples of questions you can ask to reveal impending needs.
- Describe techniques that you can use to gently persuade and influence customers.
What Will Make Your Customer Buy A Car?
- What Must Happen?
- Needs, Wants, & Emotional Desires
- Finding A Solution
- The Perception Of Value
- Additional Drivers Of Perceived Value
- The Impact Of Excitement
- Emotion Never Fails
- Credible Insights
- Understanding The Customer’s Needs
- Reveal Impending Or Unrecognized Needs
- Ask The Right Questions
- Get Them Out Of Their Comfort Zone
- Focus On What The Customer Wants
- The Gentle Art Of Persuasion
- Countering Customer Fears
- Gently Persuade Your Customer
- Motivation
- Triggering The Final Decision To Buy
- Explore Why You Fail To Sell A Car
