TRAINING STRATEGY
Coordinated by Josh. Floor coverage must be maintained during training rotations — stagger schedules accordingly.
Meet & Greet
Click to open →"Welcome to Sam Boswell, my name is Josh and you are?" Nice to meet you [Name]. "Are you here for the big sale or something you saw online?" → "Well my job is to save you the most time and money, would you allow me to do that for you today?"
Fact Find
Click to open →Utilize the cheat sheet.
Product Selection
Click to open →Car they want + alternatives.
Presentation / Walk Around
Click to open →Demo Drive
Click to open →Petting the Puppy — let them fall in love with the vehicle on the drive. Show their hot buttons.
Silent Trade Walk
Click to open →Walk the trade silently with the customer — this is where we let the customer tell us the car's story.
Service Walk
Click to open →Affirms commitment to product & service (Boswell Advantage).
Write Up (Advanced Equity)
Click to open →Manila folder, cover sheet, license, insurance, CarFax. Present Advanced Equity program.
Overcome Objections
Click to open →First pencil — use the 4 Things framework.
Close
Click to open →Possible second pencil. Use small numbers technique.
Intro to F&I
Click to open →Perfect Delivery
Click to open →Clean, gas, tags, OnStar registration. Make the delivery moment memorable.
Follow Up / Referrals
Click to open →Follow up post-delivery. Ask for referrals — every happy customer knows someone who needs a car.
Sell Again