Summary of Maryborough and

Castlemaine trip, Maryborough

session on guaranteed future value
and effective referrals we had Kaz
Lewis, Michael and Sam as well as
Carl join the session, walk-through
and overview of guaranteed future
value and closing techniques for
Lewis and we spoke about common
objections and Payson lead
techniques to ensure that the sales
people continue their conversation
on, closing the deal with the car
Take aways included a change in
word tracks from the sales team to
plant the seed earlier of finance
opportunities and continuing to get
Lewis involved with every
interaction, so he has a greater
chance to convert the finance
I have attached some examples of
sales people and finance and
insurance manager, word tracks and
objection, handling techniques.
Dealership follow-up actions, sit
down and walk through word tracks
that can be consistently put in place
that will benefit both the sales team
and finance Carl and Aaron to
continually monitor Results
contributing factors, and in addition
identify any new actions that have
worked well and any pain points
that still exist
Follow-up contact will be organised
for early in July 2023

Castlemaine effective referrals for

both Toyota and Mitsubishi. We had
Stuart Gemma from Mitsubishi and
Brad from Toyota, including Andrew
Holland the financial insurance
manager and also Sam Goddard
attended key. Take aways were that
Andrew is not getting in early
enough with finance conversations
at Mitsubishi, which can be a
location challenge so we walk
through some weird tracks on
setting expectations to make it
easier for Andrew to have those
conversations prior to closing the
deal or taking a deposit , Sam
Goddard also showed an equation
of how Finance can be more of a
benefit than using cash, which we
can now use in the process of the
cash conversation. Once again, the
key take aways were on objection,
handling and maintaining the
conversation to close the deal with
the vehicle and also uplift the
opportunity for Finance.
Follow up, will also be in around six
weeks to identify what working and
what can be done different

In addition to the above content,

both Aaron and I spoke about
pipeline opportunities at B02, and
we shared phone techniques,
specifically aimed at engaging our
current cozy list and getting them
into the dealership where applicable

Lewis has asked for the guaranteed

future value training video from one
of our webinars, which has been
downloaded, and Aaron can show
on his next visit if needed