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

Leadership for Managers

1. Know what you’re looking for
2. Who’s the best match for the job
3. Setting each employee up for success
4. The Behavioral Interview Process
5. Proactive Hiring
6. Responses to the Predictive Index
7. The Onboarding Worksheet
8. Motivating the Team
9. Process and Tracking
10. Management Support
11. Training
12. Pay Plans
13. People

Introduction to the Proactive Selling System

1. Introduction
2. Proactive and Process
3. Proactive Fundamentals
4. The Results Cycle
5. Ego v Empathy
6. Doctor and Golf Pro
7. 7 keys to becoming a Professional
8. Neuroscience
9. The Primitive Brain
10. Midbrain
11. Neocortex
12. Framing
13. 5 Deal Killers
14. Conclusion