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Selling Skills > Selling it! > Flashcards

Selling it! Flashcards

1
Q

What are the 5 steps to the Cardone 5 Step Selling Process?

A
  1. Power Greeting
  2. Appraisal
  3. Selection/Demonstration
  4. Present Figures
  5. Close
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2
Q

What are the 4 things you will offer the customer in the Power Greeting before they leave?

A
  1. Price
  2. Down Payment
  3. Monthly Payment
  4. Figures on their car.
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3
Q

What does EMI stand for?

A

Early Management Intervention.

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4
Q

What is the objection to trade script: SST?

A

Here at our dealership we found if we look at your vehicle first it will SAVE us time, allow me to SERVE you better and insure TOP dollar for your car. Let’s start with your car first.

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5
Q

What is the objection to trade script: Both Ways?

A

We will be happy to show you both ways, you trading or selling your car. You always have the right to change your mind. It will only take a moment, where are you parked?

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6
Q

What does WYC stand for?

A

Would you consider?

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7
Q

What is the #1 rule to handling an objection?

A

Always agree first.

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8
Q

What is the 3 step method to staying off price on the lot and protect your negotiation?

A
  1. Acknowledge.
  2. Bridge.
  3. Either/Or Question.
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9
Q

In the 9 rules of negotiation, what does SWAP represent?

A

S-Seated
W-Writing
A-Arsenal
P-Pen

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10
Q

In the 9 rules of negotiation, what does CHASE represent?

A 
C-Clearly Communicate
H-Humor
A-Ask Again
S-Stay with your customer.
E-Eye Contact
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11
Q

What does DBM stand for?

A

Dominate Buying Motives.

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12
Q

What is the disease close?

A

It’s not a disease, it won’t kill you. Let’s do it!

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13
Q

What does CRM stand for?

A

CRM Customer Relations Management.

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14
Q

How many numbers/letters are in a VIN?

A

17

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15
Q

What is the sticker called that has all the manufacturer’s features and specifications called?

A

Monroney Sticker

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16
Q

What type of glass is used in vehicle windows to avoid severe injury in case it is broken?

A

Tempered glass.

17
Q

What is the sticker called that has dealer added accessories on it and the final list price of the vehicle?

A

Addendum sticker.

18
Q

What does CPO stand for?

A

Certified Pre-Owned.

19
Q

What does NHTSA stand for?

A

National Highway Traffic Safety Administration.

20
Q

What does HVAC stand for?

A

Heating, Ventilation & Air Conditioning

21
Q

What are 3 items the air filtration system in new vehicle remove from the air?

A
  1. Dust
  2. Pollen
  3. Airborne Contaminants
22
Q

What is the name of our CRM?

A

VIN Solutions/VIN Connect

23
Q

What does TPMS stand for.

A

Tire Pressure Monitoring System

24
Q

Holmes Auto group has been making it easy since the very start. What year was that?

A

1937

Selling Skills (1 decks)

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