Our Services
Where it Begins
- Product Knowledge
- Professional Dress Code
- Body Language
Closing the deal depends on where it begins. Does your team know the product they’re selling? Do they look the part? One wrong step at the beginning and you’ve instantly lost a potential sale.
With the right training from Back to Basics, your team will be ready to nail each step and hit objectives.
Welcoming the Guest
- The Meet and Greet
- Stair Stepping
- There’s Always a Sales Event
The meet and greet is the first step of any car sale and is also one of the most important. There is already a stigma about dealing with car salesmen and a poor first impression can be disastrous.
Back to Basics will take you through the steps to overcome those stigmas and make each and every guest feel comfortable and at ease to ensure a much smoother sales process.
The Foundation
- Building Rapport
- Knocking Down the Wall
- Raising the Bar
Establishing rapport with your guests is essential and could mean the difference between converting a guest to client or not. It can also make the difference between a one-time buyer or one who continuously returns and refers friend and family.
Let our team work with yours to show them how to build rapport and a list of life-long guests!
Is There a Difference?
- eCommerce
- Phone Calls (inbound/follow-up)
- The Showroom Visit
Most consumers only look to buy a new vehicle when their old one begins to experience issues and lessees won’t return for years meaning you cannot rely on repeat business alone. You need to generate a constant supply of qualified leads and with changes in technology and guest’s shopping behavior is there a difference on where a lead comes from?
Our team of experts can help create successful lead generation strategies to attract/convert the leads you need to grow your business.
Comfortable or Uncomfortable
- The Test-Drive
- Open Ended Questions
- Introduction to Service
For many, the test drive is the moment of truth…the turning point that converts the shopper into a buyer. This is your guests chance to get behind the wheel and finally experience all the amazing features/benefits discussed in earlier parts of your interaction.
Back to Basics will teach you and your team proper test drive etiquette that will create a positive experience, how to handle open ended questions, and seal more deals.
The Long Haul
- Is This Your Career?
- How to Become a Better CEO
- Resetting the Client Clock
Whether you’re new to the automotive industry or been there for years, Back to Basics can help you in your journey.
With almost 40 years of experience in sales and management, our trainers will use their life experiences to give you the tools you need for a long and successful automotive career.
The Consumer Advocate
- Consumer Defense Mechanisms
- Introducing the Manager Early
- Overcoming Objectives
Car sales objections come in all shapes and sizes, at different points of the sale, and can cripple sales if you don’t know how to address them.
Let our team help you successfully identify consumer defense mechanisms and navigate every objection to close more deals!
The Payoff
- Active Listening
- Setting up the Sale
- Setting the Appointment
- Closing the Deal
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Building the Right Team
- Company Culture
- Employee Handbook
- Documentation
- Recruitment
A company's culture will be reflected in every aspect of operation and a strong culture is a common denominator amongst the most successful companies.
Let Back to Basics help you shape the culture of your company and build a winning team.
Creating a Second Line of the Repair Order
- Service Drive Walk-Around
- In-Lane Meet and Greet
- Building Trust
With a large percentage of your dealership’s profits coming from Fixed Operations, it’s imperative that your advisors are armed with every tool to help them gain their guests trust and keep them coming back for more.
One of the most important tools is the walk-around. Back to Basics will show you how to perform a proper walk-around that will build relationships and increase sales.