This is one of the most important training classes offered today.  According to a recent survey of over 250,000 customers (click "About Bob, then "The Challenge"), dealerships are only closing around 20% of their customers. This means 80% are lost but most could have been saved. The independent survey revealed that the NUMBER #1 reason for lost sales was a "PEOPLE PROBLEM", chemistry between dealership people and the customer.  For over 20 years, I've addressed this issue on my first day of training.  I had a 70% (vs 20%) closing ratio for nearly 20 years and can help address this huge deficit in conventional training.

Day 1
Bob will discuss how to identify and work with the 4 DIFFERENT PERSONALITY TYPES. The Driver (Directness), Expressive(Extroversion), Amiable (Pace), and Analytic(Structure). This was the theme of his ASTN TV show, "Steps to the Sale", for over four years and was one of the highest rated shows on the TV network. These people act and process information 4 very different ways. The national closure ratio is around 20-25% because old outdated training use one-liners on everyone.  This only works 25% of the time. (4 personality types, most sales people close the people most like themselves, therefore 1 out of 4 = 25%)

Few trainers teach the new technology because they are not trained themselves, nor have they ever had personal experience using the techniques in a dealership.. Once the sales person understands their own personality and HOW TO ADAPT to the other 3 types (75%), the sales person can DOUBLE their closing and sales ratio after attending Day #1.  Bob personally accomplished a 70% closure ratio for over 17 years when all managers and sales people practiced and used these techniques.  The traditional courses are usually just cut & paste for the last 20-30 years. There is nothing else like this in automotive sales training.  This is field tested and works. Review my sales testimonials and personal success utilizing this technology.  The entire sales process is approached from 4 perspectives rather than one. 

Home Work- Learn Personality Types. 
Day 2

Bob will focus on Meeting and Greeting, how to do a proper Fact Finding session with each personality type- how to phrase the questions(by personality type), how to select the Right Car to maximize your gross profit, the Silent Appraisal and Appraisal.  (the incorrect verbiage, the wrong type of eye contact, wrong handshake and/or body language can lose a customer in just minutes.  For example, if a person is indecisive (Amiable, Pace-Blue above), non-confrontational, etc. what is the proper way to gain their control and trust (because they DO NOT trust us) and "lead" them through the entire sale?  What objections will they have (and they are ALL the same) and what specific closes work? Most sales person lose this customer within the first few minutes, and; the procedure they use actually CAUSES the objections in the close!

Role-Play with taped/playback video in person or via the webcast (see SalesTools Tab) .  All webcasts will be taped for future playback and available free of charge to review and watch for 30 days following the course.

Practice For On-Camera Role Play Day.     Just like a good sports coach, part of the learning process is watching yourself, and others, run the play. Practice Makes More Perfect before working with a real customer. All watching via the webcast can participate!   (see SalesTools Tab)

Home Work- Learn Fact Finding Questions for On-Camera Role Play Day 3. Take on-line quiz.
Day 3


Day 3 is Product Day and Demo. Bob will bring a car, truck, SUV, and mini-van into the dealership or hotel and spend the entire day going over how to sell the features and benefits of each vehicle. Bob will cover over 150 key features and benefits every sales person must know to sell your product. Product Knowledge is a major key in maintaining gross profits.   Customers, through surveys, tell us that the lack of product knowledge by sales people is a major reason they often don't buy from a dealership.  In the age of technology, most often the customer knows more about the car than the sales person.  This is not acceptable in my class.  Product knowledge is one of the major criteria for development of trust for 2 of the personality types above.  If you don't know your product or try to bluff the customer, these 2 types will probably walk away.

Role-Play,Home Work- Learn approximately 150 Features and Benefits on On-Camera Role Play Day 4. Take on-line quiz
Day 4

Day 4 will focus on discussing the demo, the new and improved processes, and the 7 secrets in getting the commitment from the customer to own the vehicle. Bob also covers how to gain the Written Commitment for the Manager, Presenting the Numbers or 4-Square to the customer, Negotiations, and Closing.  A sales person can over 50% of their customers.  "If you BUILD it, it will come"!  The older training courses DO NOT address how to this this correctly based on the 4 personality types. Twenty-five percent closure ratios has always been acceptable to management.  If you could DOUBLE that ratio, you sell a lot more cars and make a lot more money.  

Role-Play, Home Work- Learn Demo, script for getting commitments, script for presenting the offer to the customer for random On-Camera Role-Play Day 5. Take on-line quiz.
Day 5

Day 5 is Role-Play, Practice, Rehearse, and Drill. Bob will also focus again on Closing, Negotiations, Objections, CSI, and Delivery, AND show the sales people how to get 25-100 prospects per delivery.   Both 4-Square and Conventional styles are presented.  I will demonstrate a 5 step process for overcoming nearly any objection and a proven process to close up to 70%-80% of the customers.  Closes are tailored to the personality type as the general closes commonly used will not work on each personality type.  You don't need to know 50 closes!!!!  Just a few per personality type as they all have the same excuses and objections.  Think of is this way- if you need 50 closes, have you SOLD the product??  I will show you a proven process that virtually eliminates the confusion, gets the commitment to buy the car, and closes within 10-15 minutes.  The process has a 20 year proven track record.


Role-Play-PRACTICE,REHEARSE,DRILL. Run the plays one last time before they play the game for real back at the dealership.


Day 6-7

30 days
after first course
Practice, Rehearse, Drill.  Run the plays until you drop!   Video taping and feedback. Extensive Business Development is concluded and employees prepare their short and long term plans.  See the Business Development Tab and the Continued Coaching Tab as to how I work with the sales people.  Click the Business Development Tab for Complete Class Details.

I normally average a 50-60% retention after six months by following this regiment, and, sales people can average 18-20+ sales a month within the same period.  Click the Testimonials Tab for sales people who have and are achieving these results!



All Courses may be taken via live Video Conferencing. Space is limited. Follow up, problem solving, success stories, and coaching is now done via Face-2-Face Video Conferencing on Tuesday evenings at 7:00pm to 8:00pm CST.
Bear Bryant said, “It's not the will to win, but the will to PREPARE TO WIN that makes the difference.” 
Benjamin Franklin said, “Tell me and I'll forget; show me and I may remember; INVOLVE ME and I'll understand”
Vince Lombardi said, "The man ON TOP of the mountain didn't fall there."
Benjamin Franklin said, “Being ignorant is not so much a shame, as being UNWILLING TO LEARN.”
And Albert Einstein said,  "The day you STOP LEARNING is the day you DIE"