This dynamic workshop has received accolades from thousands of auto industry professionals throughout the U. S. who already have attended.
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These are the topics covered in this audio program and the included workbook*:
Rapport Building Skills
- How to make an empowering first impression
- Which questions help customers relax and which ones make them defensive
- How to comfortably help customers to open up
- How to make determining our customer’s needs a bridge to rapport
- How to establish profound common ground with each customer
- How to use active listening skills to help customers feel valued and understood
- How to pace customer needs or behaviors
- How to lead customers in a non-confrontational way
- When to use humor, how to use humor, and which types of humor never to use
- How to identify and sell to customer temperaments or behavioral styles
- How to identify the customer’s preferred communication style (NLP)
- How to communicate in a way that makes it easier for customers to believe us
- Advanced interpersonal communication skills like; agreement framing, pattern interrupts, embedded commands, psych shifting, positive connecting words, etc.
Overcoming Objections and Closing Skills
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What objections truly are
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The major differences between objections “on the lot” and “in the close”
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The Bypass Technique
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How to avoid even getting the most common objections
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Why we need at least five different ways to handle each common objection
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How to setup and use fall back positions
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Over 100 current, and effective objection and closing strategies
- How to create urgency in today’s market
- How to gain a “today commitment” without using price as the trigger
- How to build and retain gross profit
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Quick and easy ways to memorize word tracks
State Management Skills
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How to target high payoff activities
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How to devote the majority of personal resources to the present
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How to use the law of cause and effect to cultivate success
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How to control and sustain focus
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How to establish and unconsciously use empowering self-talk
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How to take advantage of the physiological and psychological link
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How to establish daily work plans
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How to use emotional anchors
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How to employ simple health and fitness routines that work
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Why regular “quiet time” is essential to success
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How to identify and internalize a life’s priorities list
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Goal setting techniques that get results
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How to use visualizations and affirmations to mold self images
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The importance of continual education to success
Plus
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How to build a successful business within a business
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How to develop a loyal repeat & referral customer base
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Long term marketing strategies
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The four steps all adults must go through to acquire any new skill or habit
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How to identify learning styles and ways to accelerate individual learning
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How to make daily role playing at the dealership effective and fun
* The workbook to this event is updated approximately every fourteen months, therefore, the page numbers referred to in the audio program may not correspond to the workbook included.