EARLY BIRD SPECIAL: ENROLL BEFORE OCTOBER 23RD TO RECEIVE
FREE F&I OBJECTION HANDLING FLASH CARDS A $299- VALUE
ORDER TAKER TO MONEY MAKER
2-DAY MODERN AUTOMOTIVE SALES CLASS
APRIL 8th-9th, 2025
CHARLOTTE, NC
ENROLL NOW
Rob 'RainMaker' Whistle
ARC National Sales Trainer & Consultant
Rob 'The RainMaker' Whistle, a well known veteran of the automotive industry has helped change the lives of thousands of salespeople and Managers over the last 12 years of National training. With over three decades of experience, Rob’s approach to training will guide your sales team through the entire sales process in a “real world” scenario. Rob’s “value based” training gives the salesperson the edge they need when working with today’s customer. Known for his hands-on, results-oriented approach, Rob will walk your team through his modernized 8 Steps to the Sale, while using roleplay to practice every step of the process. Along with learning how to build value, and conducting effective walk-arounds, Rob will also cover follow-up techniques, building a loyal customer base, presenting numbers, knowing how to overcome objections, as well as perfecting the overall customer experience to help enhance dealership reputation and customer loyalty. By the end of this course, your team will be equipped with the practical skills it takes to be successful in an ever changing market.
Throughout this 2-day class your team will be guided through Rob's modern twist of the 8 Steps of the Road to the Sale, a modernized structured approach to maximize sales success. Starting with the Meet and Greet, where building rapport is essential, to the Needs Assessment, where we go through the best way to turn an interrogation into communication, while learning the best ways to collect the customers true wants and needs to help build value. Then, They’ll jump into product presentation learning the correct way to build value with a professional walkaround. From there, They’ll discuss the importance of the test drive and why “trial close” questions are so important in getting an early “commitment”.. They'll also learn how to assess and present a fair Trade-In Evaluation, handle Price Negotiation confidently, as well as overcome objections at that point. From there we talk about the importance of the “ turnover to F&I”. Finally, Rob emphasizes the importance of Delivery, ensuring customers leave satisfied, and learning the best practices for “repeat and referral” business. These steps are designed to optimize every stage of the sale, boosting customer satisfaction and long-term success.
Rob teaches real-world effective Objection Handling techniques, equipping your team with the skills to address and overcome common customer concerns. From price and trade-in value to financing and product features, Rob provides practical responses to keep the conversation moving forward. Through roleplay exercises, your team will practice handling objections in real life scenarios, gaining confidence in responding to resistance. Rob’s approach helps turn objections into opportunities, ensuring that your team is prepared to close the deal and keep the customer engaged.
Roleplay throughout every step of the sale, including a real walk-around on a vehicle. Each participant will actively engage in roleplay exercises, practicing the 8 Steps of the Road to the Sale. This hands-on approach ensures that all participants gain practical experience, enhancing their ability to apply what they’ve learned in real sales situations. By actively participating, your team will build confidence and refine their skills, ensuring they're ready to excel in any customer interaction.
Focused on the importance of developing long-term relationships with customers. Your team will learn techniques to stay top-of-mind, encouraging repeat business, and generate referrals. Rob covers how to effectively follow up with clients after the sale and maintain consistent communication to build trust and loyalty. This section will help your dealership create a solid client base that provides ongoing opportunities and ensures sustained success.
In this 2-Day Sales School, your team will master the full sales process, including the 8 Steps of the road to the Sale,
from greeting the customer to final delivery. Also, effective strategies for customer follow-up, building their book of business, and generating referrals. Throughout the course, all steps, objections, etc. are “real-world” scenarios, including “role play” for helping each salesperson build the confidence they need to be successful in today's market.