Introduction
The Most Important 5 Minutes
Approach & Greeting
Building Rapport

Asking Diagnostic Questions
The Four Point Walk Around

The Invitation Technique
The Six Step Presentation and Role Play
The Next Visit
Tire Sells
Delivering the Vehicle & Role Play
The No Rush Installation Plan

Introduction
Getting the Customer’s Senses Involved
Getting the Customers Emotionally Involved
Creating Ownership
Gaining the Customer’s Opinion
Immediate and Convincing Support
Creating Showmanship & Enthusiasm
Over- Demonstrating

Freedom of Choice
Goal Setting
Here’s the Story
The Indy Story
What’s it Gonna Take
Where Does the Money Come From?
Conclusion

Air Conditioning Word Track
Alignment Word Track
Brakes Word Track
Cooling System Word Track
Differential Word Track
Emission Word Track
Lube, Oil, Filter Word Track
Shocks Word Track
Tire Rotation Word Track
Transmission Word Track
Tune-up Word Track
Wheel Balance Word Track

Workbook
Selling Service Agreements- For Service Advisors & Managers
The Benefits
Why Customers Love Them
Supporting Word Tracks
Making The Presentation
Presentation Notes
The Presentation
Questions, Concerns, Objections
Negotiation Roleplay 1
Negotiation Roleplay 2