DVD TRAINING PROGRAM

Step 1 DVD (1 Disc)

• Intro/They Picked You/Know Your Customer
• Selling Your Customers on The Presentation
• Word Track Myths and Facts
• What Creates Customer Retention
• Sound Like a Professional Salesperson

Step 2 DVD (2 Discs)

• Intro to Step 2/The Most Important Basic Selling
• Fundamentals
• I’m Running Late For Work
• The Professional Approach and Greeting
• Asking Diagnostic Questions
• The Buy-A-Suit Technique
• The Buy-A-Suit Technique Story
• Realistic Expectations – Setting and Managing
• Your Customers’
• Expectations
• The Three Options Close

Step 3 DVD (3 Discs)

• Intro to Step 3/Building Rapport
• Three Things that Kill Rapport
• The Building Rapport Role Play
• Four-Point-Walk-Around Myths
• The Reasons to Love the
• Four-Point-Walk-Around
• The Four-Point-Walk-Around
• Lead In
• The Four-Point-Walk-Around
• The Four-Point-Walk-Around Exit Word Track
• The Most Important Walk-Around
• Make Your Customers Aware of Everything
• The Invitation Technique
• The Six-Step Presentation
• Service and Repair vs Service and
• Service Retail
• Selling From a Display Pt 1
• Selling From a Display Pt 2 (Handheld)

Step 4 DVD (2 Discs)

• Intro To Step 4/ Progress Reports
• Following Up Throughout the Day
• Closing Sales with PT Video
• Other PT Video Successes
• Why PT Video?
• Closing-the-Telephone Sale/Becoming a Master
• Closer/Closing Myths/The 12 Characteristics of a Closer
• Closing Facts
• Closes that Work on Any Service Drive/The
• Assumptive Close
• The Are-You-Sure Close
• The Alternate Choice Close
• The Priority Close or the Million-dollar Close
• The How to Save Money Close

Step 5 & 6 DVD (1 Disc)

• Intro To Step 5/Delivering The Customer’s Vehicle Back (Waiter)
• Delivering The Customer’s Vehicle Back (Non-Waiter)
• The Next Visit
• Intro to Step 6/Following Up With Your Customers
• What’s In It For Me/Goal Setting
• What’s at Stake?
• It’s Been a Great Workshop

4 Workbooks

4 Pocket Guides

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