Digital Dealer - February 2018 - 20

S A L E S S T R AT E G I E S

Continued from pg. 19

CHART 1

Example Curriculum
for a Sales Consultant in 2018
 Orientation
 Product Knowledge
 The NEW Road to the Sale
 Time Management / Organization
 Projecting / Forecasting
 The 8 Ways to Sell a Car
- Walk-In
- Be-Back
- Prior Customer or Orphan Owner
- Service Conversion
- Internet Sale
- Phone Sale
- Referral
- Prospecting
 Communications
- Phone Process
(Inbound / outbound)
- Texting Process
(Inbound / outbound)
- Email Process
(Inbound / outbound)
- Chat Process
(Inbound / outbound)
- Social Media DM Process

(Inbound / outbound)
- Video Process
(Inbound / outbound)
- Video Conference like
Apple Facetime / Skype
- Video Email
- Video Text
 Social Media
- Facebook
- LinkedIn
- Instagram
- Twitter
- Pinterest
- Social Media PAID Ads
 Video
- Video Production (even a simple
cell phone video strategy)
- Video Platforms like Co-Video
- Video SEO
- YouTube
- Vimeo
 Prospecting / Marketing
 Networking
 Public Relations / Branding

** I could keep going but I think you get the point! If you want the things the
average sales consultant or dealership does NOT have... you have to do the
things that the average sales consultant or dealership is NOT doing!
2. They want those
individuals to know
(information, curriculum,
technology, etc...) and
be able to do (execute)
fluidly
*Everyone in the organization from the dealer,
managers and employees
(including new hires)
should be able to understand what their "career

20

FEBRUARY 2018

path" is. Whatever position they are hired for is
not where they will have
to stay forever. There
needs to be that clear
trajectory from position
A to position B or from
position A to Position Z or
any combination. This will
be powerful for evolution
as well as morale.
The chart above offers

D I G I TA L D E A L E R . C O M

an example curriculum
for a sales consultant in
2018. Spending the time /
resources on developing
comprehensive training
curriculum such as the
example above will pay
off for your dealership in
the long run.
My advice for 2018 is
to TRAIN your people!
Oh, and please, do not

sacrifice your actual customers in the process by
letting your employees
practice on them!) I
recommend investing in
virtual training programs
that offer 24/7 video
on-demand, training,
tracking, testing and
certification. This type of
training is both an effective form of training and
the most cost effective.
KEY POINT: Proper
training requires a strategic plan and investment
but it will 100% pay off
for your store(s) if done
the right way. Develop
your overall training
strategy and designate
persons/programs qualified to deliver up-to-date
curriculums specific
to each person's role,
experience level, and
career path, and your
business and team will
benefit in the long-run.
If you would like
further information on
this article or a FREE
strategy session, please
email me at seanb@
dealersynergy.com.
SEAN V. BRADLEY, CSP is
an entrepreneur, published
author, speaker, and awardwinning international trainer.
He is an eight-time NADA/
ATD convention speaker
and a FranklinCovey
Certified Facilitator. He has
earned the coveted "CSP"
designation in the National
Speakers Association. Sean
is also a member of the elite
"Million Dollar Speakers
Group" in the NSA, as well
as a State Association
Speaker and Trainer. He
has spoken at over 217
NCM and NADA 20 Groups.
Sean has personally trained
25,000+ automotive sales
professionals in 1,100
unique rooftops. EMAIL:
seanb@dealersynergy.com
http://www.DIGITALDEALER.COM
Table of Contents for the Digital Edition of Digital Dealer - February 2018
