1. ACHIEVING EXCELLENCE SALES Bypassing

2. Learning Review Build Rapport & Investigate +Topic Recap +Training Recap +Assignment Review

3. Learning Objectives Bypassing objections is essential. In this training, we will learn to bypass common customer objections. +Bypassing A.B.C’s +Bypassing price

4. Approximately 96% of the people who are given what they think are the final figures on the lot, in the office or on the phone, shop those figures. Approximately 96% of the people who are given what they think are the final figures on the lot, in the office or on the phone, shop those figures.

5. Bypassing can be used to gain control over many different customer questions, including payments, discounts, interest rate, and trades.

6. Bypassing A.B.C.’s Acknowledge or answer their question, statement or objection. Bridge to another subject using “speaking of” or “by the way”. Control by asking an either/or question to direct the conversation.

7. Bypassing Price What is the price on this vehicle? A: Just a little over 17. B: Speaking of price, C: Were you looking for something more basic or more equipped?

8. Group Activity 1.Break into small groups. 2.Create a list of customer questions where a bypass could be used to regain control. 3.Share your list with the group. 4.As a group, let’s discuss bypasses for your lists.

9. Group Activity 1.Divide into pairs. One person will be the customer and the other will be the salesperson. 2.The customer will pull a bypassing topic and role play the question. 3.The salesperson will practice Bypassing and continuing the sales process. 4.Reverse roles.

10. Why is it important to acknowledge a customer’s questions or objection during the bypass?

11. If you had to explain bypassing to a friend or relative, what would you say?

12. What will I start doing? What questions do I have? What was of value to me? What will I stop doing?

13. Assignment Write a summary of your training recap and be prepared to share it with the team. Complete the Bypassing handout located at: bit.ly/ase-bypassing Come prepared to share your answers.