This three-month program improves the sales performance of your entire sales team, from their work on the phone right on through to the pain-free close.
More than excellent training, this is a complete program for leveraging the effectiveness of your phone monitoring system, pinpointing the greatest opportunities for increasing sales and delivering the specific results that you want for your dealership. The program includes (click the underlined text for more detail):

• Initial Assessment —Monitoring phone calls and talking with management to determine your current situation and goals for improvement.
• Classroom Training —Motivational training on a proven process for using the phone to bring in customers, and then lead them to a pain-free close.
• One-on-One Coaching —PSI President, and former car and truck sales professional, Will Robertson talks individually with each of your sales staff to improve their sales performance.
• Follow-Up Projects —PSI-designed projects are provided to the sales manager(s) to reinforce the classroom training and coaching, and to ensure that what was learned gets turned into increased sales.

• Assessment and Action Plan —Program customization is based on surveys completed by both your sales manager(s) and every member of your sales team. If you are using a call monitoring system, such as Who's Calling™ or Call Bright™, PSI monitors your in-coming calls, to know just what your customers are hearing*. This research is presented in a management meeting. From that meeting, PSI develops an Action Plan, which is approved by your dealership management before training begins.
• Classroom Training —A one-day seminar is presented twice in each of the first two months and once in the third month. This makes it easy to keep an adequate staff on the phones and on the lot. It also accommodates having your parts and service, and finance and insurance teams attend a presentation of the seminar that is tailored to their specific needs.
• Student Materials —All critical points from the seminar are reinforced in a student guide that includes all appropriate slides from the PowerPoint presentation along with worksheets for interactive classroom projects. A Project Guide includes review questions and on-the-job Leadership Attitude exercises that can be reviewed in sales meetings to reinforce knowledge from the classroom training.
• Sales Tools —To ensure that new knowledge from the classroom is applied on the job, critical points are condensed onto a laminated pocket card. A Script Book provides suggested responses to typical and challenging situations on the phone and when working with customers in person.
• One-On-One Coaching and Call Monitoring —Each member of your sales force talks one-on-one with Will Robertson to hone the selling style that works best for them (either in person or on the phone). Progress is ensured by monitoring in-coming calls to identify learning opportunities and reinforce best practice*. This individualized attention and call monitoring represents a time commitment of at least 18 hours per month.
• Sales Manager's Guide —Management integration is at the heart of this program. This means that your sales manager(s) receive a guide that provides plans and suggested scripts for incorporating into sales meetings the review questions and on-the-job exercises provided to sales associates in their Project Guide. Training points are reinforced in a challenging environment of identifying and reinforcing best practices.
• Scheduled Reports —Every two weeks you can read what your sales team is saying on the phone, along with notes on what is being done in one-on-one coaching and seminars to remedy problems and to reinforce best practices.* Monthly reports provide your sales manager(s) with details on how your sales team evaluates the classroom training. Monthly executive overviews provide concise reports on progress toward achieving stated objectives.
• Follow-up Projects (optional) —To further involve your sales manager(s) and reinforce new knowledge, five additional projects each reinforce a respective step in the five-step sales process that is at the heart of the Sales Performance Tune-Up. Each project includes review questions and on-the-job projects that can provide a highly effective sales-training component for sales meetings.

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• What is learned
• Logistics and pricing
• Guarantee
• Follow-up projects
• Will Robertson, President of PSI

Sales Performance Tune-Up is for your entire sales team and everyone who talks with customers on the phone:

• Floor Sales —Learn a proven process for selling value instead of dropping price.
• Internet Sales —Learn techniques for getting customers into the dealership.
• Parts and Service —Learn techniques for enhancing the ownership experience and building long-term relationships.
• Support Staff —Learn the importance and techniques of using the phone to build customer loyalty.

Performance Strategies, Inc. guarantees that if your sales professionals complete Sales Performance Tune-up and do not believe that mastery of the skills covered will significantly improve their sales performance, program fees will be refunded in full. This is PSI's way of demonstrating our belief in the power and impact of our Sales Performance Tune-up.

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If there ever were “magic words” that could sell a vehicle, they are in this script book. These are the actual words that your sales associates can use when responding to typical and challenging situations, both on the phone and in person with your customers. These scripts come from nine years of direct experience selling vehicles, many years developing sales training at the corporate level for auto manufacturers and interviews with hundreds of sales associates.

Completely current, these scripts go far beyond the high-pressure tricks that customers once found offensive and now find intolerable. Instead, these are the words that increase CSI, help the customer enjoy the buying experience and want to return to your dealership every time they are shopping for a new vehicle.

Organized into an easy-to-use two-column format, your sales associates will probably find this the most potent sales tool and reference source that they have ever used. A copy is provided to every enrolled member of your sales team.