What You'll Learn

Automotive Terminology & Verbiage

Master the language of the dealership. From the showroom to the service lane, understanding key automotive terms helps you communicate with confidence, build credibility, and operate like a professional. You’ll learn the common words, acronyms, and phrases used in daily dealership operations — including sales, finance, service, and management — so you can fit right in and speak the same language as your team and customers from day one.

Dominant Buying Motives (SPACED)

Understand what truly drives your customers to buy. Every purchase decision is influenced by one or more of six dominant motives — Safety, Performance, Appearance, Comfort, Economy, and Dependability. In this lesson, you’ll learn how to identify which motive matters most to each customer and tailor your presentation to match it. Mastering SPACED helps you connect emotionally, build trust faster, and close more deals by focusing on what your customer values most.

Rapport-Building Using FORMAT

Build meaningful connections that turn conversations into relationships. Using the FORMAT method — Friends, Occupation, Recreation, Motivation, Animals, and Teams — you’ll learn how to start authentic conversations that create comfort and trust quickly. This framework gives you the tools to engage naturally, uncover key personal details, and make every interaction feel personal and genuine. Great rapport builds confidence, earns trust, and sets the stage for a successful sale.

About the Digital Download

Designed for new automotive sales professionals, this training provides a structured 10-day onboarding journey to launch a successful career. It covers automotive terminology, dominant buying motives, rapport-building, effective communication, prospecting, objection handling, CRM mastery, deal structuring, personal growth, and more.

About the Creator

As a seasoned automotive sales expert, I'm excited to share my knowledge to help new professionals thrive in the industry. With a focus on growth, professionalism, and real-world exposure, this training sets the foundation for a lasting and successful career in automotive sales.

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