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Most salespeople are not persistent enough during the closing sequences. It is not because salespeople are weak or lazy; on the contrary, it is because most automobile salespeople are too smart to sit in front of a prospect with nothing intelligent to say. Doing so is the definition of pressure and few prospects respond well to pressure.

 
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Dealerships or individual sales consultants can sign up for online training and access RedZone's proven tips and techniques on how to present, negotiate and close more customers.
  
THE TRAINING SITE OTHERS DON'T WANT YOU TO KNOW ABOUT
This isn't a typical training web site.
We didn't model it on any so-called industry experts' sites. As a matter of fact, we used those sites to determine what not to do. Our delivery and content goes against the grain and against conventional wisdom. Believe us, most training that currently exists is actually counter-productive to your success.
We currently have 2 courses for salespeople – and that's by design.
Knowing your product and being able to do Steven Spielberg-like Walkarounds and Disneyland Demo Drives are critical to your success as a professional sales consultant. Generally, the factory does a decent job of providing sales consultants with the information and training to succeed in these two areas.
However, motivational speeches, customer satisfaction workshops, time management web-based training and everything in between are what most training companies are peddling (and that takes up a lot of training time). We focus on the crucial “bookend” steps of the road to the sale that make the most impact in the least amount of time for Dealers and sales consultants alike across the country. In short, we don't want to waste your time. Too many training programs focus too much on mountains of content, and too little on what's really important – what really makes a sale.
PRESENTING, NEGOTIATING & CLOSING  
Without question, this is the premier Closing course in the industry. There isn't a close second. It's proven to increase closing ratios and most importantly gross profit. Better yet, it's guaranteed to increase these same measures.
In this course, we utilize both explanatory and role-play modules (45 in total) to address the following topics:
  1. Welcome/Introduction – Designed to find out if you're prepared to enter “The RedZone.”
  2. Presenting the Numbers/Invoice – Probably THE most important and over-looked step in the sales process.
  3. Resolving Stalls – Our stall resolution formula doesn't ask for an objection, like every “expert teaches. It teaches you how to first close “Think About It, Shop Around and Talk to Spouse” customers, then if that fails, how to uncover, without confrontation, the objection.
  4. Resolving Objections – Multiple strategic defense, justifications, explanations, and closes on the 4 main objections: Trade, Price, Monthly Payment, and Down Payment. We you provide you more “sit” time with your prospect and fewer times running back to the sales desk.
  5. Returning to the Desk – Sales consultants will have to reduce price, payment, or trade from time-to-time and we demonstrate them how to maintain your credibility in these situation
THE FIRST 20 MINUTES  
There is no better way to strengthen your negotiation and closing position than to build trust with your customer during the crucial initial stages of the sale: the meet & greet and interview/qualifying.
We utilize our proven explanatory and role-play modules to address the following topics:
  1. Meet & Greet Opening Statement – Setting the stage for a great sales experience.
  2. Reflex Objections – Handling “Just Looking,” “Not Buying Today” and Best Price customers.
  3. Doing a Proper Interview – Qualifying customers right out of the gate to deliver a better sales experience, resulting in more prospects being written up.
  4. Transition to the Next Step – Seamless strategies to keep the sales process moving in the direction you want.
We ask Dealers every day if their training company or trainer videotapes their people. 99 times out of 100 the answer is “NO.” Imagine that.
We videotape salespeople during every training session. At first, they hate it. A month later when they see the results in their paycheck, they love it. Videotaping your sales consultants provides the following benefits:
We utilize our proven explanatory and role-play modules to address the following topics:
  • Sales Consultants can view clips of themselves in over 25 different customer role play scenarios any time, any day
  • Our trainers add invaluable critique and analysis for sales consultants and managers to see
  • Managers can view all videos and track the progress of their team (most managers think of us
In addition to the RedZone videos and the Sales Consultant personal training videos, the “Summary” section adds:
SALES CONSULTANT
  • Sales Performance Tracking Report
  • Snapshot of current training status
SALES MANAGER
  • Monthly evaluations of your sales team
  • Complete set of reports



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