The event at a glance

What:

• 1.5 Days, in-person training workshop roleplaying the basics of the Road to the Sale

When:

• April 10th & 11th, 2024 (Wednesday & Thursday)

Who: 

• Salespeople earning less than $10,000/mo
• Salespeople selling less than 22 cars/mo
• Salespeople less than 2 years in the business

Where: 

• Pinnacle Training Center (just 35 minutes north of the Atlanta airport) – 270 Scientific Rd. NW, Suite 16, Norcross, GA, 30092

Why:

• Success leaves clues – Anyone who has accomplished something consistently did so using a system or a process to get continuous results. And that system can be learned.
• Fundamentals and principles don’t care how long you’ve sold for. Like a recipe or a math formula, it doesn’t matter who follows the steps, the results are predictable – IF the steps are followed!
• Everyone who has gone before you is either a warning OR an example! There is a hard way (school of hard knocks) and a smart way (learn from others’ mistakes) to do anything!

Investment:

• General Admission
  • $995/person (non-Sellchology Client)
• Current Sellchology University & Coaching Group Client
  • $0/person (FREE for current Sellchology Clients)

A more detailed description

What is the ONE THING everyone knows and agrees will immediately impact a person’s skillset? Answer: Roleplaying! We all know it and yet most, as many as 98% of salespeople confess they don’t spend even 5 minutes a month practicing their skills.

Well, that’s exactly what this 1.5 day workshop is designed to do for anyone who attends.

6 areas we will focus on in our roleplaying exercises:

• • Proactive & Professional Greetings that lead to rapport
    • The 5 most common scenarios you MUST be prepared for – and why most salespeople fail in the first 5 minutes!
    • Breaking the ice and set the stage for building common ground with a stranger.
    • Developing unshakable confidence that builds trust and allows you to lead the sale!
    • Addressing the 10 objections, questions, and statements that derail most salespeople and cost them time and money!

• • Investigative questions, fact-finding, and building meaningful connection
    • The top 4 categories of the investigative process.
    • Value-building questions to understand their true motivations.
    • The 3 questions you MUST ask everyone to truly understand their hot-button!
    • How to slow down without wasting time and build a meaningful bond with your clients.

• • Vehicle presentation & value-building based on hot-buttons, wants and needs
    • Mental ownership! – Developing your million-dollar WOWk-around.
    • Flushing out potential objections WITHOUT creating new ones.
    • Do’s and Don’ts of a DEMO drive. Mistakes 90% of salespeople make!
    • Gaining Commitments. – Non-confrontational ways to close the sale by understanding the buyers’ motivations!

• • Trial closes and approaches to gain commitment, manage expectations, and set-up the deal
    • 10 best ways to trial close and prevent future objections.
    • What 1 question to ask to prevent price objections from turning into confrontations!
    • How to explain the worksheet to remove fear and uncertainty.
    • Determining WHO the real buyer is when their are multiple influencers in a deal.

• • Presentation of the numbers to maximize credibility and trust
    • Understanding the structure of a car deal.
    • How to move off of price and to close on payments, when applicable.
    • What 5 WORDS hurt a deal and what to say instead.
    • Asking for the business with confidence!

• • Addressing the top  7 objections in the close
    • How to respond INSTEAD of reacting to the objection.
    • Turning objections into questions and then answering them!
    • Stacking closes together to make a compelling case.
    • Locking down the sale and agreement without high pressure!

Workshop is taught by Jonathan Dawson, the founder of Sellchology, the co-Founder of the Pinnacle Society & the Pinnacle Training Center. He will take everyone in a time machine and answer one of the most common questions he gets asked: “Knowing what you know now, what would you do different if you had to start all over again – today – in this market?!”

Agenda

Day 1 

• 12:30pm – 1:00pm | Registration
• 1:00pm – 6pm | Workshop Sessions
• 6:30pm – 8pm | Private Dinner at PTC.

Day 2

• 9:30am – 12:30pm | Workshop Sessions
• 12:30pm – 1:30pm | Lunch Break
• 1:30pm – 3:30pm | Workshop Sessions
• 3:30pm – Event ends

Jonathan brings a unique perspective:

• Jonathan has had the unique privilege and honor of working with and visiting over 1,000 dealerships in 7 countries and on 3 continents.
• He has personally coached and trained salespeople to become #1 in their stores, states, regions, and even in the country.
• As the co-founder of the Pinnacle Society, he works directly with Ali Reda & Frank Crinite, two of the top salespeople in the world.
• Jonathan has coached 40 year sales veterans to double their income and helped countless new salespeople get to 6 figures in their first year.
• He is an industry insider and expert in the psychology of sales & marketing:
  • 21-time speaker at NADA
  • General session speaker at NIADA & RVDA
  • Dozens of workshops at Digital Dealer Conference & Driving Sales Executive Summits
  • 20-Group speaker
  • Forbes Executive Coaches Council contributor
  • Host of his own show on CBT (Car Biz Today) News Network

Register today. This event is coming up soon!