AUTOMOTIVE SALES CURRICULUM

The heart of this course is the NEFCONT 10 + 2 selling system (pronounced "Neph-Con-T"). The core is the processes used to address the needs of a person who wants to purchase a car from an organization that will provide all the security that goes with a reputable business. The below steps, the 10 + 2 selling system process, when followed to their conclusion, will produce the desired results. These steps are not finite. Each step may be redesigned by the user and shaped to produce an outcome that you may choose. The breakdown of these steps as I present them may be changed to reflect the desires of the person performing them. However, the steps as presented here represent industry standards that produce the results preferred by the majority of professionals in the industry. Follow these steps and learn the fundamentals of selling an automobile using all the techniques used by professionals in the business over the period since the end of World War II. Learn to properly meet a customer when they come to the dealership and how to talk to them in a way that helps you to understand their wants and needs. Gain an understanding of how to determine what you should tell a customer about a vehicle and how to detect if you have something he or she is interested in buying. Learn how to execute a demonstration drive using techniques promoted by all the trainers over many years of practice. Gain an understanding of how to present a price to a customer and not leave all the profit on the table. Get the fundamentals of "asking for the sale" and then carrying out the basics to deliver a vehicle working in conjunction with the other staff in the dealership.