Sales and F&I
How to Ask for the Sale
What's the biggest reason sales professionals don't make the sale? They don't ask. Do your people know how to ask? How many times do they ask? Do they know exactly how to respond, with words and phrases that actually work?
Who it's for
- Salespeople
- F&I
- Service advisors
- Parts
Format
On site, instructor-led
It happens in sales and service alike
Asking for the sale can feel intimidating and awkward, especially when the typical answer is a quick, definitive no. There are subtle, effective ways to ask. This in-dealership course teaches them, straight from Ted Ings' Playbook.
Ask for it with integrity
Nobody likes a pushy salesperson. But a closed mouth doesn't get fed. CPI built ten tactics that let you and your team approach a customer with integrity, and the course has your people practice them until they're mastered. When it's done, your staff can ask anyone for the sale without feeling guilty or anxious.
No endless lectures
Every course is built to keep your team engaged, with participatory activities instead of monologues. The CPI team comes to your location for live, interactive training, and a metric-driven sustainment process follows.
A sample from the curriculum
From CPI's Tip of the Day
Did You Ask for the Sale?
The walk-around is complete. The customer and the service advisor looked the car over together on the drive, and they even spotted a few things that could be concerns. But when the work order is signed, it's only the pre-booked maintenance from the appointment. What gives?
The walk-around is a tool. It gets the customer involved, it shows them areas of concern first-hand, and it opens the conversation about recommended services. But a tool can't make the sale. A salesperson must.
Maybe it's fear of rejection. More often than anyone wants to admit, the advisor simply doesn't ask. Yet it's exactly what the customer expects: “Alright, your appointment is for the Type A service package. We noticed on the walk-around together that the front tire is low on air and your transmission fluid smells burnt. Is it alright with you if we take care of those concerns today?”
It sounds easy because it is. More than half of the time, the customer will move ahead with the work.
Expect objections. “That's too much money” and “I want to think about it” are common. An objection isn't a rejection. It's an opening to offer a solution, and an opportunity to ask for the sale again.
Metric-driven sustainment
The training doesn't end when the class does. CPI keeps working with your team after training, with regular follow-up, so the skills stick.
Full 100% guarantee
CPI stands behind every facilitated program with a full 100% guarantee. Ask us for the details.
Related programs
All programsHow to Ask for the Sale
Bring this program to your team.
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