For Sales People with Limited Experience

This program is a basic skills course suggested for all new and/or inexperienced used truck sales people. The program covers areas including technical skills, database development, the sales process, financing and personal management topics.

• The language and jargon of the truck industry.
• Buyer motivations and tendencies.
• Truck types, makes, and models, as well as truck major components.
• Vehicle and major component function and application within vocations.
• Basic performance calculations.
• Developing a successful sales system: relationship building, qualifying, needs identification, presentation preparation and delivery, handling and overcoming objections, and closing.
• Skills demonstrations and small team role-play opportunities.
• The basic financial elements of a sales transactions.
• Successful practices in financing used trucks.
• Basic course on principal based goal setting and successful time management.
• A program examination.
• 3 Full Days; 8:00 AM to 5:00 PM.

Here's What We Cover ...

• The Used Truck Buyer and Industry
• Speaking & Understanding Truck Jargon
• Truck Types, Makes & Models
• Truck Components & How They Work
• Truck & Component Applications & Vocations
• Finding Information & Using Available Resources
• Important Performance Calculations
• Building Successful Relationships
• Buyer Motivations and Hot Buttons
• Successfully Qualify Prospects
• Discovering& Interpreting Buyer Needs
• Selecting & Recommending Trucks
• Selling Out of Your Inventory
• Successful Presentation Skills
• Building Value Into the Sale
• Successfully Overcoming Sales Objections
• Closing Deals
• Appraising Used Trucks
• Calculating Payment & Financing Trucks
• Goal Setting & Time Management
• Testing to Determine Understanding

These topics are explored...to give you the best tools to improve your knowledge of the used trucking market as well providing you with helpful tools to improve and grow your sales operation.