Course curriculum

  • 1

    Selling More Cars to Past Customers (Introduction)

    • In this lesson, sales teams will learn the benefits of growing retention, a “rule of thumb” to calculate their portfolio sales potential, and set a goal to increase their sales.
  • 2

    Three Types of Portfolio Calls

    • In this lesson, sales teams will learn the 3 most common types of portfolio calls, the goal for each call, and the factors driving the success of each call.
  • 3

    The Intelligent Conversations Framework

    • In this lesson, sales teams will be introduced to the 3 fundamental selling skills, Intelligent Word Tracts, and how to use these skills and word tracts to make appointments.
  • 4

    The “What’s Changed?” Conversation

    • In this lesson, sales teams will learn a powerful conversation that they can use with any customer, in virtually any situation to uncover customer needs and create urgency.
  • 5

    The Return to Market Conversation

    • In this lesson, sales teams will learn how to sell every customer 2 cars, not just one. They will learn 3 powerful data points about their customers and how to apply data to sell more cars.