- Confidence
- YNR StoryBrand BrandScript
- Silent Thief
- Customer Retention
- Passion Determines Direction
- Missed Sales File and SOP
First hour:
- Language review: eyes on the car
- tech rotation
- first half / second half
- the bag
- oil change chain
- buy time
- Go for No
- the board
- most important customer
- car colors: pink, green, blue, orange
- second swing
- bullet holes
- missed sales file
- meet and greet
Second hour:
- Full System Isolate Presentation (brake and overheating issues) and role-play
- PMI Script Intro
Downloads
First Hour:
- Mood Diagram review
- PARP Part 2 (Isolate–Mileage out)
- ECM discussed
- Vehicle Forecast
- Gotta Have
- Coupons
- Go For No Concept 15
Second Hour:
- Go For No Concept 16
- Sell with Retest
- Call back with results
Downloads
- Language Review
- TOCDB Review
- Budgeting for Profit Spreadsheet Review
- Snapshot Spreadsheet Review
- Plus, a very interesting “elephant in the room” conversation about outdoor waiting areas and wearing masks.
Documents
First Hour:
- Phone skills and role play
- Quick Close
- Is now a good time…?
- Oil change calls
- Anytime
- Tie Down
- How much…?
- Cause question
- “Need need need”, not “suggest” and / or “recommend”
- exploring PARP
Second Hour: Starts 1:20:00
- PARP
- Super deep dive into the Accountability Checklist
- Item-by-item – all of the first column and partial of the second column, down to discounts given
- Pictures used to show good and bad items
- Advantage US – we are the seller and buyer
