Description
Step 1 DVD (1 Disc)
- Intro/They Picked You/Know Your Customer
- Selling Your Customers on The Presentation
- Word Track Myths and Facts
- What Creates Customer Retention
- Sound Like a Professional Salesperson
Step 2 DVD (2 Discs)
- Intro to Step 2/The Most Important Basic Selling
- Fundamentals
- I’m Running Late For Work
- The Professional Approach and Greeting
- Asking Diagnostic Questions
- The Buy-A-Suit Technique
- The Buy-A-Suit Technique Story
- Realistic Expectations – Setting and Managing
- Your Customers’
- Expectations
- The Three Options Close
Step 3 DVD (3 Discs)
- Intro to Step 3/Building Rapport
- Three Things that Kill Rapport
- The Building Rapport Role Play
- Four-Point-Walk-Around Myths
- The Reasons to Love the
- Four-Point-Walk-Around
- The Four-Point-Walk-Around
- Lead In
- The Four-Point-Walk-Around
- The Four-Point-Walk-Around Exit Word Track
- The Most Important Walk-Around
- Make Your Customers Aware of Everything
- The Invitation Technique
- The Six-Step Presentation
- Service and Repair vs Service and
- Service Retail
- Selling From a Display Pt 1
- Selling From a Display Pt 2 (Handheld)
Step 4 DVD (2 Discs)
- Intro To Step 4/ Progress Reports
- Following Up Throughout the Day
- Closing Sales with PT Video
- Other PT Video Successes
- Why PT Video?
- Closing-the-Telephone Sale/Becoming a Master
- Closer/Closing Myths/The 12 Characteristics of a Closer
- Closing Facts
- Closes that Work on Any Service Drive/The
- Assumptive Close
- The Are-You-Sure Close
- The Alternate Choice Close
- The Priority Close or the Million-dollar Close
- The How to Save Money Close
Step 5 & 6 DVD (1 Disc)
- Intro To Step 5/Delivering The Customer’s Vehicle Back (Waiter)
- Delivering The Customer’s Vehicle Back (Non-Waiter)
- The Next Visit
- Intro to Step 6/Following Up With Your Customers
- What’s In It For Me/Goal Setting
- What’s at Stake?
- It’s Been a Great Workshop
4 Workbooks
4 Pocket Guides
