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
Front Counter Workshop Booklet – May 2020
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
Front Counter Workshop Booklet – May 2020
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
Downloads
Front Counter Workshop Booklet – May 2020
Learn this and your car count will GO UP and revenue will GO UP!
Three Types of incoming phone calls:
- Oil Change
- Price Shopper
- Inquiry about services you provide
Other items:
- Hair Cut Story
- A true story about a $43,500 ticket
- Ask, verify and then share location
- TIE DOWN
- “I do know the answer…”
Downloads
Front Counter Workshop Booklet – May 2020
First Hour:
Brian jumps in very quickly today! Topics discussed:
- Mood Diagram Review
- Language items: Board Manager, SOU, OCP, BCP, BBP, CBP, Sorting, Great Coupon Script, Gotta Have
- Great Role Play
Second Hour
Front Counter Language items discussed:
- FIVE Pack
- Professional Obligation
- Huddles
- PARP
- Black Dot
Downloads
Front Counter Workshop Booklet – May 2020
