Lesson Listing

Proactive Sales Process Course

  • 1. Proactive Sales Process – Intro
  • 2. PREPARE – First Impressions
  • 3. PREPARE – The Meet and Greet
  • 4. PREPARE – Customer Connection
  • 5. PREPARE – Customer Essentials
  • 6. PREPARE – Proactive Transition
  • 7. PRESENT – Presentation and Demonstration
  • 8. PRESENT – Selection
  • 9. PRESENT – Service Walk
  • 10. PRESENT – Trade In
  • 11. DELIVER – Intro to Objections
  • 12. DELIVER – Changing Perspectives
  • 13. DELIVER – Changing Perspectives The “Reminder” Frame
  • 14. DELIVER – Frame Stacking “Like Story” and “Universal Story” Frames
  • 15. DELIVER – Frame Stacking “Same Source” and “Why Buy Here” Frames
  • 16. DELIVER – Frame Stacking “Moving the Chains”
  • 17. DELIVER – Frame Stacking “To Save You Time” Frame
  • 18. DELIVER – Frame Stacking “Teach the Shopper How to Shop”
  • 19. DELIVER – Frame Stacking “The Next Step” Framing
  • 20. DELIVER – Improvement

Proactive F&I Process Course

  • 1. Proactive F&I Process – Intro
  • 2. PREPARE – Early Involvement
  • 3. PREPARE – Proactive Interview – Part 1
  • 4. PREPARE – Proactive Interview – Part 2
  • 5. PREPARE – Menu Preparation
  • 6. PREPARE – Five Minute Menu
  • 7. PRESENT – Intro to Menu’s – 7 Building Blocks
  • 8. PRESENT – Menu Building Blocks 1-4
  • 9. PRESENT – Menu Building Blocks 5-7
  • 10. PRESENT – Menu Presentation
  • 11. DELIVER – Changing Their Point of View
  • 12. DELIVER – Cost Too Much
  • 13. DELIVER – Take My Chances
  • 14. DELIVER – Quality Car
  • 15. DELIVER – Short Term Cash Buyer
  • 16. DELIVER – Friend Is A Mechanic
  • 17. DELIVER – Three Cars Option
  • 18. DELIVER – Do I Have To Get It Today?
  • 19. DELIVER – High Mileage Presentation
  • 20. DELIVER – Fixed vs. Variable Payment Plan
  • 21. DELIVER – Selling Intangibles

Proactive Service Process Course

  • 1. Proactive Service Process – Intro
  • 2. PREPARE – First Impressions
  • 3. PREPARE – The Meet and Greet
  • 4. PREPARE – The Walk-around
  • 5. PREPARE – The Write-up
  • 6. PREPARE – The Multi Point Inspection
  • 7. PRESENT – The PCM – Part 1
  • 8. PRESENT – The PCM – Part 2
  • 9. PRESENT – Transitions
  • 10. DELIVER – Active Delivery
  • 11. SERVICE – Service/BDC
  • 12. SERVICE – Your Greeting
  • 13. SERVICE – Effective Appointment Setting Skills Part 1
  • 14. SERVICE – Effective Appointment Setting Skills Part 2
  • 15. SERVICE – Price Quotes for Incoming Calls
  • 16. SERVICE – Status Updates
  • 17. SERVICE – PCM Phone Skills
  • 18. SERVICE – PCM Phone Skills “The Presentation”

Proactive Phone Skills Course

  • 1. Phone Skills Intro
  • 2. Phone Skills Basics
  • 3. Most Common Mistakes Part 1
  • 4. Most Common Mistakes Part 2
  • 5. Proactive Methodology – Most Common Reasons
  • 6. Proactive Methodology – Benefit Request
  • 7. The Road to an Appointment – 9 Steps
  • 8. The Road to an Appointment – Steps 1-3
  • 9. The Road to an Appointment – Step 4
  • 10. The Road to an Appointment – Steps 5-7
  • 11. The Road to an Appointment – Steps 8-9
  • 12. The Road to an Appointment – Putting it All Together
  • 13. What’s Next?
  • 14. Advanced Methodology
  • 15. Advanced Methodology – Pre-Owned
  • 16. Advanced Methodology – New Vehicle
  • 17. Follow Up Calls – The Next Step
  • 18. Follow Up Calls – 5 Things To Do Before You Call
  • 19. Follow Up Calls – Structured Voicemail
  • 20. Follow Up Calls – Structured Conversation
  • 21. Texting Basics
  • 22. Tracking for Success

Proactive Selling System Foundation Course

  • 1. Proactive Selling System – Welcome Video
  • 2. Proactive Selling System – Introduction
  • 3. The Mindset of a Pro – Result Cycle
  • 4. The Mindset of a Pro – Sales Posture
  • 5. The Mindset of a Pro – Expert Status and Credibility
  • 6. Dynamics of today’s buyer – Four Generations
  • 7. Dynamics of today’s buyer – Sales Resistance
  • 8. The Neuroscience behind sales resistance – Information Processing
  • 9. The Neuroscience behind sales resistance – Deal Killers
  • 10. The Mastery of Framing – The Concept of Framing
  • 11. The Mastery of Framing – Frame Types