Cardone Group 10X Your Sales Process and Profits

1. P R IVAT E IN H O U S E T R A IN IN G
SALES@CARDONEGROUP.COM 800 TRAFALGAR CT. SUITE 350 MAITLAND, FL 32751 (800) 551-9020

2. xtreme success, by definition, lies beyond the realm of normal action. If you want to
achieve extreme success, you can’t operate like everybody else and settle for mediocrity.
You need to remove luck and chance from your business equation, and lock in massive
success. The 10X sales process shows you how! Success is your duty, obligation, and
responsibility, and this training will give you step-by-step guidance on how to achieve
phenomenal success for your Dealership!
Today Your Business Changes!

3. Key Elements
Brand Strategy
• Advertising message matches sales and negotiation process.
• Sales experience becomes a marketable asset.
• Drives traffic / Brand image.
Point of Contact / Greeting
• Initiate customer sensitive issues in a timely manner.
• Offer “information” up front.
• Double the number of write-ups.
Needs Assessment / Appraisal
• Create customer involvement in the appraisal process prior to selection and demonstration, allowing the salesperson to complete a
buyer profile and shorten time in the process.
Selection / Demonstration
• Arrange your inventory by model and price allowing the customer to select the right vehicle through a dramatic demonstration tailored to
their buyer profile.
Present Figures / Close
• Provide the customer choices with fully disclosed purchase information and negotiate toward an agreement that is acceptable to both
parties.
Delivery Experience / Exit
• A guest who has agreed to purchase a vehicle and has met with the Business Manager to sign state and local paperwork as well as being
offered all the financial services provided by the dealership.
• If no delivery, a guest who is comfortable with the information provided to them and is leaving with the opportunity for follow-up to have
them return to the dealership.

4. Retail Process Assessment & Training
Format: 2 Day Private In House Training
Agenda
Day 1: 9:00 am RPA Meeting w/ GM/EM/Dealer 10:00 am RPA Launch Meeting 10:30 am to 5:00 pm Assessment, Observations & Interviews
Day 2: 8:00 am RPA Team Action Plan Review 9:30 am Complete Observations 3:00 pm Dealer Playback & Action Plan Wrap-Up meeting
Focus:
Working collaboratively with the dealership’s management team, identify process improvement opportunities to increase sales and market
share, customer loyalty, service retention, and overall dealership profitability.
What we are looking to accomplish:
How do we convert more of our shoppers into buyers while retaining additional gross profit?
How do we get more customers to come back and purchase from us again?
What activities will increase the number of sales customers who become service customers?
What can we do to ensure that more sales and service customers are becoming bigger advocates of our dealership and its brand?
How do we make the best use of our finite advertising dollars to drive more shoppers into our dealership?

5. Information Based Selling
Format: 2 Day Workshop
Interactive Classroom training followed by Showroom implementation
Focus:
This initial training will place emphasis on offering information at point of contact, appraisal in step two, profile building, product
presentation, price payment presentation, negotiation, and overcoming objections.
Objective:
Implement immediate process and language changes, to ensure that every opportunity is maximized. Our average dealer increases their
write ups by twenty percent.
Leading Practices Implemented:
• Power Greeting: Information Based, initiate customer sensitive issues, Early Management Intervention
• Appraisal: Turn buyer into seller, build accurate customer profile, speed up sales process
• Selection/Demonstration: Offering alternatives, presentation tailored to customer profile
• Present Figures: 100% of the customers, logical exchanges vs numerical exchanges
• Delivery/Exit: Salespeople skilled in all aspects of delivery & follow up processes

6. Point Of ContactFormat: 2 Day Workshop
Interactive Classroom training followed by Showroom implementation
Focus:
An effective “power greeting” puts the customer at ease at the point of contact. Creating customer involvement by profiling their wants
and needs with the appraisal in step two and delivering an emotionally charged product presentation and trial close.
Objective:
The true definition of common ground at point of contact is information
• Confident salespeople with proven responses for point of contact objections
• Ensure retention of information through role play
• Initiate customer sensitive issues
• Continuity and consistency in the process
• Write up in step two
• Provide accountability for every customer that enters facility through pre-appraisal
Leading Practices Implemented:
• All shoppers are treated as if they are buyers, despite where they might be in the sales process.
• Actual appraisal is conducted by the appraiser immediately following the greeting as a means to
save time, build a buyer profile, and turn the buyer into a seller.
• Focus is on profiling the customer to determine wants & needs, not financially qualifying the customer.
• Salespeople are trained to gather the appropriate customer profile information.

7. 100% Write UpFormat: 2 Day Workshop
Interactive Classroom training followed by Showroom implementation
Focus:
Emphasis is placed on the various exchanges that take place between the salesperson and customer during the negotiation process. Both
sales personnel and managers will participate in learning and utilizing many visual tools that safety net the culture change. These are
specifically designed to provide written justification of trade value, payments and price issues that the customer might have during
negotiations. In addition, we will role play multiple ways to respond to objections and recognize when and how to ask the customer for their
business.
Objective:
• Empower sales people with negotiation latitude
• Integrity in negotiations
• Create continuity in the sales process
• Give customers a reason to enter negotiations
Leading Practices Implemented:
• Salespeople promote the idea that they will present several alternatives in order to help the customer
• choose a vehicle that fits their needs & budget.
• Salespeople place additional focus on demonstration features that correspond to specific customer needs.
• Salespeople are skilled in making a smooth transition to the write up from demonstration.
• Salespeople use full disclosure computer generated worksheets to offer solutions & choices
• to customers without having to run back & forth to the sales manager.

8. Full Disclosure NegotiationsFormat: 2 Day Workshop
Interactive Classroom training followed by Showroom implementation
Focus:
Sales and management professionals need a consistent, customer friendly way to present price payment, down payment, and vehicle
values to the customer. Full disclosure on price, payment, term and rate improve the likelihood of a customer making the decision to
purchase now!
Objective:
Written process that is fast, easy, and fair
• Full disclosure on price, payment, term, and rate
• Process embraced by internal/external customer
• Consistent way to negotiate each transaction
• Eliminate the mood pencil
Leading Practices Implemented:
• Salespeople start negotiations by making their proposal first.
• Salespeople initiate the price issue before the customer does.
• Management starts negotiations at a comfortable place: Current Payment/Down Payment needed.
• Desking policy identifies the range within which salespeople have pricing authority.
• Dealer training includes thorough process for developing negotiation skills.
• Written trade evaluation
• Reduce back and forth (2 trip max)
• Guaranteed purchase voucher
• Consistent, credible way to ask for cash down

9. The Close
Format: 2 Day Workshop
Interactive Classroom training followed by Showroom implementation
Focus:
A situational response role play workshop that covers point of contact through delivery and follow up. Participants will role play different
scenarios that occur every day between salespeople and customers. Everyone will have a clear vision of how the whole process fits
together in theory and in action by the end of this workshop.
Objective:
• Credibility/Continuity
• Bridge Statements/Redirects
• Shorten process
• Same payment
• Phone appointments
• Talk customer’s language
Leading Practices Implemented:
• Power Greeting: Information Based, initiate customer sensitive issues, Early Management Intervention.
• Appraisal: Turn buyer into seller, build accurate customer profile, speed up sales process.
• Selection/Demonstration: Offering alternatives, presentation tailored to customer profile.
• Present Figures: 100% of the customers, logical exchanges vs numerical exchanges.
• Delivery/Exit: Salespeople skilled in all aspects of delivery & follow up processes.
• Empowerment
• Reduce back and forth
• Pre-appraisal
• Creative alternatives
• Mastering objections
• Information overload

10. Phone Power & Internet Lead ManagementFormat: 2 Day Workshop
Interactive Classroom training followed by Showroom implementation
Focus:
This workshop will concentrate on the specific exchanges that take place between the internet leads, phone ups, and the salesperson. We
will address the situations that cause a customer to call rather than come in. This workshop will detail the digital disconnect, customers
fears and motivations, and will provide you with the specific language to overcome these situations.
Objective:
• Handling price, availability, advertisement, interest rate & appraisal calls
• Text/Email Blasts
• Consistent Language & Technique
• Sell Appointments that show
• Create need for yourself and dealership
• Accountability for phone customers
Leading Practices Implemented:
• Information Overload at every point of contact
• Phone Control Card
• Call Guides

11. Cardone Institute
Format: Four One Day Highly Interactive Workshops
Where: Centralized Location When: Held quarterly in Orlando, FL
If you want to transform your life and live your dreams, it all starts with how well
you master the selling skills you need to accomplish that. Learn to sell and you
can get anything and go anywhere! Want to be successful? Then you MUST master
the abilities of communication, be willing to serve others, take consistent actions
and follow through. The 10X Management workshop shows you how.
10X Your Sales Process in 5 Simple Steps
1. Information Overload
2. Turn the Buyer into the Seller
3. Offer alternatives to set up negotiations.
4. Negotiate with the customer's money not yours.
5. Close the Deal Now
EVERY MANAGER SHOULD
ATTEND THIS WORKSHOP
INSTRUCTED BY
STEVE GARDNER, DIRECTOR OF
TRAINING
Thank you for the best training
experience in the industry. The
entire program was simply
OUTSTANDING, mainly due to
the efforts and skills of Steve
Gardner. Steve is a true
professional and put the
material in a form that a true
'Car Guy' can really
understand. We felt good about
Cardone before the class, now
we feel EXCELLENT or FREAKY.
The entire management staff is
on a real high, but more
importantly 100% COMMITTED
to the process. Your group IS
the "best of the best." See you
"at the top."
- Bruce Butcher, General
Manager, Naples, Florida
Per Attendee For In-House Clients
Seating is limited. Call Today
$7500/$1795
For Management Workshop schedule, visit CARDONEGROUP.COM

12. STUDY
Zeigler Auto Group experienced an increase in sales volume of an extra deal
per sales person, per month, after implementing Cardone On-Demand.
The Zeigler Automotive Group has over 250 salespeople.
Headquartered in Kalamazoo, Michigan, with 20 locations spanning across Michigan, Indiana, Illinois and
New York, The Zeigler Auto Group is one of the fastest growing privately owned dealer groups in the
Midwest. Harold Zeigler opened up the Zeigler Auto Group in 1979. Aaron Zeigler is the operating President
and under his direction the group grew from $200 million per year in revenue to over $800 million. “The
world has changed with technology and so has the auto industry. A better-prepared customer has to be
taken care of by a better-prepared salesperson. Cardone On-Demand’s daily testing and reporting let’s me
know thats being done.” – Aaron Zeigler, President, Zeigler Auto Group.
Results
After 6 months of daily consistent training across the
platform the Zeigler Auto Group was able to increase
their production 1 deal per sales person per month. With
over 250 sales people, and an average per unit gross
profit of $1800 per deal, the increase in production
added an additional $450,000 per month in gross profit.
In addition, the group has built a scalable platform for the
success of their salespeople that can be accessed
24/7 from their home or the dealership and on any
computer, tablet or smartphone. With daily training and
full accountability for all training activity, the group is
poised to surpass $1,000,000,000 in annual sales.
Challenge
The Zeigler Auto Group recognized that as
the landscape of the auto business was
changing and more informed customers
were coming to the dealership, they would
demand a better trained salesperson. The
challenge with 20 locations and over
1000 employees was providing a platform
that offered consistent material that was
relevant to today’s buyer and allow for
them to have a library of company specific
material to be accessed by all employees.
Approach
It was determined that a consistent training regimen
of The Zeigler Automotive University powered by
Cardone On-Demand was the solution. Each day the
sales staff was required to engage with 2 sales
lessons with the platform. In addition, managers led
skill focused sales meetings using a proprietary
Cardone process for training that delivers retention
rates 4x higher than traditional training methods.
Finally when situations or customers were mishandled
in the transaction, the managers used the University
as a source for correction on the situation.
Objectives
• Increase Gross Profit
• Increase Sales Volumes
• Create consistency across platform with training
Solution
• Create Custom White-Labeled University
• Establish benchmarks for daily training
• Platform wide mandate for training as a part of
compensation
Results
• Increased gross profitability
• Additional 250 units per month
CASE