Tewart Online Training

Sales Skills

High Performance Selling, High Performance Negotiating, Phone Dynamics - In these modules you will receive extensive information on all types of sales skills. The information ranges from sales skills involved in any part of the sales process from handling in-bound phone calls, meeting and greeting customers through strategies for negotiating and closing.

Modules Status
Download Workbook
Contrarian Auto Concepts - Reference and activities workbook that will act as a go-to guide and follow up for several of the videos.
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Contrarian Sales Model
Mark Tewart discusses the Contrarian Sales Model approach to selling.
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Principles of Selling
This module details the 4P's of Selling and the 3 modes of buying a customer can go through to give you a better understanding of your customer.
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Emotional & Psychological Road to the Sale
This module details how you can uncover what a customer is feeling and thinking as he/she moves through a sales process. Discover the importance of understanding the heart and mind of the customer to increase the effectiveness of your path to the sale.
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Proper Client Introductions
This module will walk you through the exact do's and don'ts in the different types of client introductions.
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Moving from Greeting to Profile
This module will allow you to be able to move smoothly from the initial introduction to the profiling stage. You will learn how many sales are lost in this stage and how to avoid those pitfalls.
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Performing Job Mission & Delivering Your SDP
This module walks you through what a Job Mission and an SDP(Specific Defining Proposition) is, along with how, what, when and why you will use these techniques to create better relationships with customers while differentiating yourself from the competition.
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Tags
This module allows you to learn and understand words and phrases that will create a positive environment for the customer in the sales process while also understanding how and why to avoid old school words and phrases that create negative impressions with customers.
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Profiling
The Profiling module details the difference of creating a profile of a customer vs. traditional qualifying techniques. You will implement proper questions into your sales process that will allow you to gain the right insight into a customer and utilize a focused sales approach.
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Trade Evaluation
This module gives specific information on what the difference is between a trade evaluation and a trade appraisal. You will discover how and why you can use this approach earlier in the slaes process to gain many advantages over your competition and create a more pleasing experience for your customer.
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Deal Killer Questions
Discover traditional qualifying questions that often kill your deals, why they are dangerous and how to avoid them. You will learn more effective questions that will replace these old school techniques. 
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Profiling Questions
This module outlines how to properly build a profile of your customer based upon buying criteria. Discover the difference between profiling and traditional qualifying techniques and you will learn the proper questions to use in this process.
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Selection of the Vehicle
This module teaches you how to properly select the right vehicles for customers and how to gain an advantage over competitors. You will learn how to use proper alternatives that increase your closing ratios by allowing your customers a robust shoopping experience that clarifies their choices.
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Handling Questions
Discover the proper steps and word tracks to handle any customer question. Knowing this material will make a huge difference between being able to create a sale vs. losing a buyer. Knowing the material in this module will greatly reduce or eliminate confrontational situations that occur with customers.
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Handling Best Price
Discover how to handle the customers "What's your best price question" on the lot. Learn how to handle this important "MOT – Moment of Truth" and improve your sales.
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Questions About Interest Rates
Discover the exact steps and word tracks to handle customer questions about interest rates.
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How Much for my Trade-in?
This module gives you the step-by-step instructions for handling the critical question from your customer of "What's my trade-in worth?" or "What are you giving me for my trade-in?"
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How Much Should I Put Down?
Learn the process and word tracks to successfully handle customer questions about down payments.
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Do You Still Have the Vehicle That Was Advert
Learn exactly what to say to a customer in regards to inventory questions. This module will enable you create appointments vs. losing opportunities at this critical moment.
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Customer Statement: I Need Your Best Price
This module allows you to understand what a customer is trying to accomplish when they ask this question and the exact steps, technigues and words to handle the question properly.
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Customer Statement: I Don't Have Much Time
This module gives you the exact formula in which to respond to this specific question. You will learn why customers say this and what you can do to keep the customer happy but yet keep the direction of the process and sale moving forward.
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Customer Statement: I Know What They Cost

This module allows you to process the customers request for your best deal. You will learn why they ask this and how not to lose a sale and possible gross profit from this pressure question and request.

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Customer Statement: Just Give Me Your Card
This module will point out the mental and emotional reasoning of why customers say this and what you can do to effectively move past this point to create a sales opportunity.
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Customer Statement: Give Me Your Best Price,
Customer Statement: Just Give Me Your Best Price, I'm Going to Sleep on it
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Customer Statement: Can I Just Deal With You?
CS: Can I Just Deal With You and skip the back and forth? - This module outlines the buyers psychology behind this question and how you answer this in a positive fashion while you keep moving towards a sale.
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Customer Statement: Will You Show Me Your Invoice?

Customer Statement: Will You Show Me Your Invoice? Get the exact word tracks to use when your customer asks you this question and why. Learn how to create deals from this question rather than lose them.

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Customer Statement: I'm just looking, a few months out

This module will show you how to take what is usually a point where you give up and turn it into a potential sale that day.

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Common Mistakes to Avoid
Discover the common pitfalls that the majority of salespeople make in this section of the sales process and how you can avoid them.
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Dynamic Personalized Presentations
Dynamic Personalized Presentations - This module outlines how to take a regular vehicle presntation and create a personalized and dynamic presentation that triggers emotional and logical reactions to buy from your customer.
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Demo for Dollars
Demo for Dollars - Learn the Do's and Don'ts of a demonstration drive. This module will give you simple but extremely effective techniques that allow you get more sales from this peak emotional customer experience.
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Assumptive Questions
Assumptive Questions - Learn how to ask positive, non-threatening assumptive questions that keep a sales process from stalling out and leads a customer towards a sale.
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The Write Up
The Write Up - Learn the most effective way to perform a customer write-up and move towards the sale presentation- proposal stage.
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The Deal Proposal
The Deal Proposal - This module takes you step by step through effectively giving a proposal to the customer. Learn how to avoid common proposal problems and how to legally disclose and present all figures in a way that creates higher profit sales.
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How to Handle Objections
How to Handle Objections - Learn the systematic approach and specific steps to successfully handle any and all customer objections.
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Understanding the Decision Making Process
Understanding the Decision Making Process - This module takes you through the buyers emotions and pschology while informing you of how customers make decisions. This information will help you to move more customers towards a buying decision.
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Cornerstones of Negotiating
Cornerstones of Negotiating - This module outlines the fundamentals of negotiating that you must know to negotiate a successful sale.
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Communicating Effectively
Communicating Effectively - Successful selling is about creating effective communications and this module shows you how to become an effective communicator.
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Communicating Effectively Part 2
Communicating Effectively Part 2 - The second module about how to create an effective communication channel with your customer that creates a sale.
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The Power of Relationships
The Power of Relationships - The success you create in sales and in life will be directly related to your ability to create relationships. Learn the key points in relationship building in this module.
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Trust Breakers
Trust Breakers - This module outlines some of the common things that salespeople mistakenly do and also how dealership operations can break the trust of the customer and what you must do to avoid these mistake.
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Influencing the Sale
Influencing the Sale - To sell or to get anything in life that you desire, you must be able to influence. This module outlines the most top forms of influence and how you can effectively us them in a sales process. 
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Risk Aversion
Risk Aversion - This module outlines the common forms of fear incurred by customers in a sales situation and what you can do to help a customer avert these fears up front before they become too big to handle and they keep your customer from buying.
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The Power of Positioning
The Power of Positioning - To negotiate or sell anything you must learn the power of positioning. Putting yourself in and your customer in the right positions for a sales are critial. This outlines the principles and steps of power positioning.
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Offers and Counter-Offers
Offers and Counter-Offers - This module walks you through the process of making offers and how to handle counter offers from customers during negotiations.
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Words, Phrases & Questions
Words, Phrases & Questions - This module gives you the specific words, phrases and questions to use that creates a buying opportunity for your customer.
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Helpful Hints

Helpful Hints - Get the helpful hints that catapult your negotiating skills to another level. Learn the Do's and Don'ts for negotiating.

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Helpful Hints Part 2
Helpful Hints Part 2 - The second module of critical tips to negotiate successfully.
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Traps
Learn the most common "traps" you can easily get into with customers and how to avoid them or ladle them as they occur.
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Behind the Smoke Screen
Behind the Smoke Screen - Find out when an objection is not really an objection. You must be able to know when an objection is real and how to handle it and know when an objection is really a smokescreen and how to move the customer past this stage to a sale.
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When to Handle Objections
When to Handle Objections - It is not only important to know what is a real objection and how to handle those objections but also when to handle objections. This module gives you the exact moments of when to handle specific objections.
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Are You Ready?
Are You Ready? - This module specifically walks you through the READY technique of handling objections
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Logic Questions
Logic Questions - This module shows you the process and word tracks to utilize logic questions for objection handling.
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Logic Questions Part 2
Logic Questions Part 2 - The second module that gives you more information on using logic questions to handle objections and close the sale.
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Recognizing Price Objections
Recognizing Price Objections - Know how to recognize and handle price objections. Know when a customer has a price objection even if they do not share it with you.
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Objections
Objections - This module goes through some of the most common objections and how to handle them successfully.
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Objections Part 2
Objections Part 2 - The scond module on successfully handling the toughest and most common objections.
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10, 10, 10, 10 Program

Easy ways to increase business

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Be a Problem Solver

How being a problem solver creates more business

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Create a Common Enemy

How to find a common ground and create a bond with the customer

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Presentation Demonstration

Focus on what's important to the customer

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Contexting

Contexting

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Tags, Ties & Wraps

“I’m glad you said that, me too!”, “Fair enough”, “Can’t you?”, “Wouldn’t you?”

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Shift Paradigms & Challenge Status Quo

Shift Paradigms & Challenge Status Quo

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Give People Options

Give People Options and60% more likely to have a positive result than if you only give 1 option

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Creating Distinction

Creating Distinction

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Contrasting Stories

Contrasting Stories, sell the future improvement over the present

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Make Your Customer the Hero

Make Your Customer the Hero

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Answering the “Why”

Answer 3 questions – Why change? Why now? Why with you?

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Directional Selling

Directional Selling – HFG vs Fear – Take away one and give the other

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Second Question Technique

Second Question Technique – “If you had to guess?”

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Learn Spoken Word Sales Through Written Word

Learn Spoken Word Sales Through Written Word – Copywriting

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