STEP #2
THE INVESTIGATION
1. Structured Investigation Beats Guesswork
Avoid common pitfalls like premature budget questions or payment talk. Instead, align your questions with the customer's needs, creating trust and openness.
2. Effective Questioning = Building Rapport
Asking the right questions ("New or used?", "Special occasion or just because?") naturally builds rapport. Customers who like you (71%) are far more likely to buy from you.
3. Master the ABCs of Selling (Ask, Build, Control)
Focus on asking insightful questions, building genuine relationships, and maintaining control over the sales process. Effective investigation isn't interrogation—it's strategic connection.
Avoid common pitfalls like premature budget questions or payment talk. Instead, align your questions with the customer's needs, creating trust and openness.
2. Effective Questioning = Building Rapport
Asking the right questions ("New or used?", "Special occasion or just because?") naturally builds rapport. Customers who like you (71%) are far more likely to buy from you.
3. Master the ABCs of Selling (Ask, Build, Control)
Focus on asking insightful questions, building genuine relationships, and maintaining control over the sales process. Effective investigation isn't interrogation—it's strategic connection.
SALES TRAINING
Greeting
Investigation
Selection
Presentation
Demonstration
Write-up
Close
F&I
PHONE SKILLS
#1 Goal of the Phone
#2 Phone Activities
#3 Attitudes Make Sales
#4 Tips On Attitude
#5 Getting Confidence
#6 The Right 1st Impression
#7 Questions You Should Never Ask
#8 Getting Money Down & Deposits
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