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The Automotive Sales Process: Sell More Cars/Hold More Gross

Increase your closing ratio and hold more gross by learning the Sales Process-the best-chance approach to making a sale.
4.2 (5 ratings)
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129 students enrolled
Created by Terry Coates
Last updated 2/2015
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  • 44 mins on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What Will I Learn?
Use the Automotive Sales Process to improve your everyday performance
Navigate difficult (but very common) situations in working with clients
Sell more cars, make more money and create satisfied and loyal clients
Truly understand the importance of the Sales Process and what it can do for you
View Curriculum
  • A little experience selling cars would be helpful; some of the material may not make a lot of sense to someone completely new to the business
  • Apart from that, just bring an open mind. If you're not open to change, you won't be able to improve!

The Automotive Sales Process is the absolute key to successful automotive sales, yet it is rarely understood well. Too often new people are told what to do, but not why they should do it. This course explains the Automotive Sales Process, step by step, with an emphasis on why each step is necessary and how it leads you to a sale.

In this course, you'll first see why the process is crucial to success. Then, each step of the process is explored with a focus of why the step exists and how it fits into the process as a whole.

Next, you'll learn what else you need--apart from the process itself--to make everything work. Finally, we look at some challenging situations where the Sales Process may seem like it won't work, but in fact comes to the rescue!

We take a non-adversarial, client-centered approach to sales. Our courses are aimed at the true Automotive Sales Professional who is striving for a career in automotive sales. We strive to help you build that career. If you are someone who approaches the job as a money maker "until something better comes along" or if you're looking for "tricks" to make huge profits at the client's expense, please look elsewhere. This isn't that kind of course.

Who is the target audience?
  • If you are an automotive sales professional and you cannot quickly list the steps of the sales process, you should definitely take this course.
  • If you can list the steps of the process but don’t really understand the purpose or importance of each step, you should take this course.
  • If you are looking for "tricks" to hold a big gross at the client's expense, this course is definitely NOT for you.
  • This course is ideal for serious sales professionals, in it for the long game, that want to build a book of business.
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Curriculum For This Course
Expand All 7 Lectures Collapse All 7 Lectures 44:23
Understanding the Automotive Sales Process
2 Lectures 11:44

After completing this lecture, students will understand why the sales process is so important for today's Automotive Sales Professional.

Preview 07:40

Before learning the Sales Process itself, it is important to understand the "end game". In this lecture, students will understand what, specifically, we are trying to accomplish by using the process. Once we know where we are going, then we can make sure we are taking the right approach to get there.

Preview 04:04
Implementing the Automotive Sales Process
2 Lectures 18:10

In this lecture, students will learn the first steps of the Sales Process, the purpose of each step and how each step feeds into the process as a whole.

The Process Steps and How They Fit Together, Part 1

In this lecture, students will learn the remaining steps of the Sales Process, the purpose of each step and how it feeds into the process as a whole.

The Process Steps and How They Fit Together, Part 2
Making the Process Work in the Real World
2 Lectures 12:59

The Sales Process needs the proper environment to be employed properly. In this lecture, we'll discuss two factors that can serious limit the effectiveness of the Sales Process. The good news is that these two things are easily fixed!

Fundamental Challenges to Making the Process Work

The Sales Process can sometimes sounds as if it is "all theory and no practice" so in this lecture students will see how typical problems they encounter with clients every day could be avoided--or at least minimized--with the proper use of the process.

Real-World Challenges to Making the Process Work
Go Forth and Sell More Cars!
1 Lecture 01:30

Newly armed with information about the Sales Process, go forth and sell cars!!

Final Thoughts
About the Instructor
4.2 Average rating
5 Reviews
129 Students
1 Course
Leading Automotive Sales Trainer

Terry is a well-known Automotive Trainer who has worked with many brands over a 30+ year career. Because of his racing background, early work focused on product and technical training, but since 2002 Terry's focus has been on sales training and in-dealership consulting.

In that time he has conducted well over 1,000 training sessions divided between hotels and over 350 dealerships. Terry trains managers and sales people alike on topics covering every part of the Sales Process, Improving Customer Retention, CSI, Internet Sales and Leasing.

Terry is, at the core, a "car guy" who believes that buying a car should be a great experience. He is dedicated to helping Automotive Sales Professionals create that great experience while making their job more enjoyable and more profitable.

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