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Secure the Bases,

then Score a Run

Customer
Customer
Accepts
Accepts
Vehicle
Vehicle

2nd Base

Customer
Customer
Commitment
Commitment

3 Base
rd

Marketing
Marketing
Drives
Drives Inbound
Inbound
Opportunities
Opportunities
to
to do
do Business
Business

onn
s
o
r
s
er p
p
e
s
p
lees annuup
a
l
S
a
S keessa
ttaak

On Deck

Delivery

123-Deliver
Sales Process

1 Base
st

Customer
Customer
Accepts
Accepts
Salesperson
Salesperson

Secure the Bases,


then Score a Run

Customer
Customer
Accepts
Accepts
Vehicle
Vehicle

2nd Base

Customer
Customer
Commitment
Commitment

3 Base
rd

Marketing
Marketing
Drives
Drives Inbound
Inbound
Opportunities
Opportunities
to
to do
do Business
Business

123-Deliver
Sales Process

Signs stof
1 Base
Acceptance

Customer
Customer
Accepts
Accepts
Salesperson
Salesperson

Establish Common Ground


Information Exchange

On Deck

Welcome

Delivery

Secure the Bases,


then Score a Run

Customer
Customer
Accepts
Accepts
Vehicle
Vehicle

2nd Base

Trial
Close

123-Deliver
Sales Process
Demonstration Drive
Custom Presentation
Product Selection

Customer
Customer
Commitment
Commitment

3 Base

1 Base

rd

st

Customer
Customer
Accepts
Accepts
Salesperson
Salesperson

Establish Common Ground


Information Exchange

On Deck

Welcome

Delivery

Customer
Customer
Accepts
Accepts
Vehicle
Vehicle

Secure the Bases,


then Score a Run

2nd Base

Set The Stage


Prepare Documents
Present Numbers

123-Deliver
Sales Process
Demonstration Drive
Custom Presentation
Product Selection

Customer
Customer
Commitment
Commitment

Essential
3rd Base
Elements
of an Offer

1 Base
st

Customer
Customer
Accepts
Accepts
Salesperson
Salesperson

Establish Common Ground


Information Exchange

On Deck

Welcome

Delivery

Customer
Customer
Accepts
Accepts
Vehicle
Vehicle

Secure the Bases,


then Score a Run

2nd Base

Set The Stage


Prepare Documents
Present Numbers

123-Deliver
Sales Process
Demonstration Drive
Custom Presentation
Product Selection

Customer
Customer
Commitment
Commitment

3 Base

1 Base

rd

Plant Seed of Doubt


Present Offer to Manager
Deliver Counter & Close

On Deck

st

Turn to
F&I, then
Prepare
for
Delivery

Delivery

Customer
Customer
Accepts
Accepts
Salesperson
Salesperson

Establish Common Ground


Information Exchange
Welcome

Customer
Customer
Accepts
Accepts
Vehicle
Vehicle

Secure the Bases,


then Score a Run

Customer
Customer
Commitment
Commitment

3 Base
rd

Demonstration Drive
Custom Presentation

2nd Base

Set The Stage


Prepare Documents
Present Numbers

123-Deliver
Sales Process

All
All 33 Bases
Bases
Must
Must be
be Secured
Secured
Before
Before We
We Can
Can
Achieve
Achieve
Delivery
Delivery

Product Selection
1 Base
st

Customer
Customer
Accepts
Accepts
Salesperson
Salesperson

Plant Seed of Doubt


Present Offer to Manager

Establish Common Ground

Deliver Counter & Close

Information Exchange

On Deck

Welcome

Delivery

Secure the Bases,


then Score a Run

2nd Base

Set The Stage


Prepare Documents
Present Numbers

Customer
Customer
Accepts
Accepts
Vehicle
Vehicle

Trial
Close

123-Deliver
Sales Process
Demonstration Drive
Custom Presentation
Product Selection

Customer
Customer
Commitment
Commitment

Essential
3rd Base
Elements
of an Offer

Plant Seed of Doubt


Present Offer to Manager
Deliver Counter & Close

On Deck

Signsstof
1 Base
Acceptance
Turn to
F&I, then
Prepare
for
Delivery

Delivery

Customer
Customer
Accepts
Accepts
Salesperson
Salesperson

Establish Common Ground


Information Exchange
Welcome

Secure the Bases,


then Score a Run

2nd Base

Set The Stage


Prepare Documents
Present Numbers

Customer
Customer
Accepts
Accepts
Vehicle
Vehicle

Trial
Close

123-Deliver
Sales Process
Demonstration Drive
Custom Presentation
Product Selection

Customer
Customer
Commitment
Commitment

Essential
3rd Base
Elements
of an Offer

Plant Seed of Doubt


Present Offer to Manager
Deliver Counter & Close

On Deck

Signsstof
1 Base
Acceptance
Turn to
F&I, then
Prepare
for
Delivery

Delivery

Customer
Customer
Accepts
Accepts
Salesperson
Salesperson

Establish Common Ground


Information Exchange
Welcome