The scripts, no charge.
Twenty scripts and the flow chart, free, the same ones we teach inside.
Both halves of the conversation, from the greeting through the objection drills. Run them with a partner.
Sales Fundamentals
Greeting
The first ninety seconds on the lot: name, permission, purpose, and the move inside. Nine beats, both halves of the conversation.
Needs and Wants Assessment
Draw out what they drive, what they want, and why it matters to them, connecting twice along the way before pivoting to the trade.
Early Trade Attempt
Get the keys early without making it a commitment. One ask, one answer, and a clean exit either way.
Vehicle Selection
Map the competitive set, find out who else they have seen, and surface what today needs to accomplish before you pick a car.
Level of Interest to Super Soft Trial Close
Post demo. Separate a dealbreaker from a minor concern, measure the drive against expectation, and ask the softest version of the ownership question.
Vehicle Verifications to Presenting Numbers
Lock the three agreements you will need later, isolate what "maybe" actually means, and hand off to the numbers with the car already sold.
Negotiation Without Games
What you run the moment the answer to "would you like to buy the car" is anything other than yes.
Early Price Deflection
Three escalating asks for a number you should not give, and the three answers that hold the line without stonewalling the customer.
Early Demo Deflection
One line that turns "I need to look around first" into a reason to drive it now rather than a reason to leave.
Objection Extraction Technique
The four move sequence that takes a flat objection apart: release the pressure, repeat it back, offer two reasons, then leave the door open for the real one.
Soliciting an Offer
Turn "I need to think about it" into a number, by feeding back the three agreements they already gave you.
Position vs Interest
Ten customer statements. Sort each one: is it a position they have staked out, or the interest underneath it? A drill, not a dialogue.
Not an Objection, Can't Tell, Budget, or Value
The same ten statement drill run through a different lens: four buckets instead of two. Where a line lands here is often not where it landed before.
The interview and the menu, in the language you use at the desk. Your side only. These are for memorizing, not rehearsing.
F&I Mastery
Introduction
The opening frame: who you are, what you are about to do, and the two questions that start the interview instead of the paperwork.
Buyer's Order and Factory Warranty
Walk the factory coverage in their terms, not the brochure's: how long each warranty lasts based on how they actually drive, and where the coverage stops.
Trade Vehicle Verification
Three questions on the trade, including the one most managers skip: asking for the old contract.
Insurance and Credit Application
Verify coverage and deductibles, then walk the credit application with the customer rather than around them.
Menu Presentation Intro
The three sentences that set the base payment as the reference point and reframe the menu as ownership responsibility rather than upsell.
Platinum Option Details
The full top column, product by product, each one framed against how this customer actually drives. You present this before any step-down.
Option Step-Downs and Selection
Platinum down to Basic, one column at a time. Every step names what is being given up, so each change is a concession the customer controls.
The F&I Flow Chart
The whole road on one page: menu intro, Platinum first, the step-downs, the ask, and every arrow out of the first no.