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    RRR Sales Onboarding Checklist

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    Sean Jackson
    This document provides an onboarding checklist for new salespeople at a pre-owned car dealership. The checklist covers: (A) an overview of the company including its values and goals; (B) demonstrations of its pre-owned vehicles and how they compare to competitors; (C) details on their target customer market and qualifying customers; and (D) a 10-step sales process involving meeting customers, qualifying them, presenting vehicles, test drives, negotiating and closing the sale. It also includes training on CRM systems and researching local competitors.

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    RRR Sales Onboarding Checklist

    Uploaded by

    Sean Jackson
    11 views2 pages
    This document provides an onboarding checklist for new salespeople at a pre-owned car dealership. The checklist covers: (A) an overview of the company including its values and goals; (B) demonstrations of its pre-owned vehicles and how they compare to competitors; (C) details on their target customer market and qualifying customers; and (D) a 10-step sales process involving meeting customers, qualifying them, presenting vehicles, test drives, negotiating and closing the sale. It also includes training on CRM systems and researching local competitors.

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    Original Title

    RRR SALES ONBOARDING CHECKLIST (1)

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    This document provides an onboarding checklist for new salespeople at a pre-owned car dealership. The checklist covers: (A) an overview of the company including its values and goals; (B) demonstrations of its pre-owned vehicles and how they compare to competitors; (C) details on their target customer market and qualifying customers; and (D) a 10-step sales process involving meeting customers, qualifying them, presenting vehicles, test drives, negotiating and closing the sale. It also includes training on CRM systems and researching local competitors.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as pdf or txt
    11 views2 pages

    RRR Sales Onboarding Checklist

    Uploaded by

    Sean Jackson
    This document provides an onboarding checklist for new salespeople at a pre-owned car dealership. The checklist covers: (A) an overview of the company including its values and goals; (B) demonstrations of its pre-owned vehicles and how they compare to competitors; (C) details on their target customer market and qualifying customers; and (D) a 10-step sales process involving meeting customers, qualifying them, presenting vehicles, test drives, negotiating and closing the sale. It also includes training on CRM systems and researching local competitors.

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    © All Rights Reserved
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    of 2

    COLLEGE PARK PRE-OWNED

    SALES ONBOARDING CHECKLIST

    A. COMPANY - WHO ARE WE?


    a. DETAILS OF COMPANY
    b. CORE VALUES
    c. CULTURE
    d. GOALS
    e. OBJECTIVES

    B. PRODUCT - PRE-OWNED CARS


    a. DEMONSTRATIONS ( HOW, WHERE,
    b. OUR PRODUCT ADVANTAGES VS THE COMPETITION
    c. USE CASES OF PRODUCT KNOWLEDGE NEEDED
    d. INDEPENDENT DEMOING / TESTING THE PRODUCT, LEARNING THE
    TECHNOLOGY

    C. CUSTOMER - WHO IS OUR TARGET MARKET?


    a. CURRENT INDUSTRY STORIES / CUSTOMER STORIES
    b. QUALIFYING - NEEDS, WANTS, AUTHORITY, ABILITY, DBM
    c. TERMINOLOGY USED WITH ASSOCIATES VS THE CUSTOMER
    d. CREATE A LIST OF POTENTIAL CLIENTS FOR NEW HIRES TO BEGIN
    WORKING ON TO BUILD CONFIDENCE.

    D. OUR SALES PROCESS - THE 10 STEP SELLING SYSTEM

    MEET AND GREET


    i. DRESS APPROPRIATELY
    ii. SMILE
    iii. WELCOME THEM TO THE DEALERSHIP
    iv. GIVE THEM A FIRM HANDSHAKE
    v. GIVE THEM YOUR NAME, ASK FOR THEIR NAME(S)
    QUALIFYING
    vi. NEEDS
    vii. WANTS
    viii. AUTHORITY
    ix. ABILITY
    x. DOMINANT BUYING MOTIVE
    LAND ON (A) VEHICLE
    xi. A CAR THEY CAN BUY TODAY
    SIX POSITION SELL
    xii. FEATURE, ADVANTAGES, & BENEFITS (FAB)
    xiii. PRESENT PRODUCT KNOWLEDGE
    xiv. WALK AROUND
    DEMONSTRATION
    xv. BUILD MENTAL OWNERSHIP
    xvi. D-TAG.
    xvii. ASK MENTAL OWNERSHIP QUESTIONS
    RESELL
    xviii. WALK AROUND
    xix. HIGHLIGHT MAJOR FEATURES
    xx. TRIAL CLOSE QUESTIONS
    ¾ BUYERS ORDER
    xxi. ASK FOR INSURANCE CARD TO GAGE COMMITMENT LEVEL
    TRADE APPRAISAL
    xxii. WALK AROUND - ASK QUESTIONS ABOUT THEIR VEHICLE,
    GET STORIES AND MAINTENANCE INFO SUCH AS LAST OIL
    CHANGE, BRAKES, TIRES, FLUIDS, ETC….
    WORK DEAL/ CLOSE
    xxiii. PRESENT THE #’S, SIGNATURES
    APPROVAL/ DELIVERY
    xxiv. FINANCE, DELIVERY, FOLLOW UP, ASK FOR REFERRALS

    CRM TRAINING
    b. E-LEADS CRM TRAINING
    c. HONDA AND HYUNDAI DEALER PORTAL TRAINING
    d. WEBSITE USED AND HOW TO NAVIGATE THEM

    OUR COMPETITORS
    e. LOCAL HONDA AND HYUNDAI DEALERS WITHIN 100 MILES
    f. TEST THEM BY PHONE, TEXT AND EMAIL
    g. DISCOVERY OF WHAT WAS FOUND
    h. HOW TO USE THE INFO FOUND TO OUR ADVANTAGE FOR OUR
    CUSTOMERS BENEFIT

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