Virtual Video Coaching: Retail Automobile Sales: The Professional’s One Day Workshop

To use these video lessons, simply click the link to the desired lesson below, and it will become available to you. Be sure to take the short quiz at the end to help you retain the lesson’s information. Enjoy!

Retail Automobile Sales: The Professional’s One Day Workshop


Building Rapport


Building Value

  • The walk-around or presentation skills
  • The demonstration drive
  • Selling the store
  • Transition (from the lot to our office)


Overcoming Objections

  • The three basic objection types  (3:49)
  • How to proactively address the most common objections
  • The steps to overcoming objections (part 1)
  • The steps to overcoming objections (part 2)
  • How we sometimes misuse closing techniques (6:36)
  • How to tell when our prospect is trying to start the negotiations  (3:19)
  • Moving forward by getting small commitments to the write-up  (6:12)
  • The basic “Bypass” technique  (3:33)
  • Feel, Felt, Found
  • “How much is it?”
  • “Give me your best price!”
  • “How much discount can I get?”
  • “What’s my trade worth?”
  • “What’s the best interest rate I can get?”
  • “I’m just looking and not buying today.”
  • “I don’t need a salesperson!”
  • “This is the first place we’ve shopped.” (out on the lot)
  • “We don’t have a lot of time.”
  • “I don’t want/need to drive it.”
  • “I need time to think about it.”
  • “I can get a better deal somewhere else.”
  • “The price/payment is too high!”
  • “It’s not the right color/equipment/miles.”
  • “I’ll need to sell it myself.” or “That’s not enough for my trade.”
  • “This is the first place we’ve shopped.” (during the negotiations)
  • “I need my wife/husband/guru, etc.”
  • Final thoughts on overcoming objections


State Management Skills

  • Be where we are
  • Using the law of Cause and Effect
  • Using a daily work plan
  • Three questions required in any effective daily work plan  (3:15)
  • Develop and use empowering self talk
  • Control and sustain the power of focus
  • Controlling our physiology
  • Using emotional anchors
  • Exercise regularly
  • Diet management
  • Don’t abuse alcohol or other recreational drugs
  • Smile in the mirror (morning routines)
  • Sing in the shower (forcing attitudes)
  • Using daily, short term, and long term goals
  • Using affirmations and visualizations
  • Daily quiet time
  • Continue to learn and grow our craft
  • Program close