IMPACT Step 3: Probe

Course Number:
980164
Training Type:
Online Class
New Vehicle Sales Professional Used Truck Sales Professional Leasing Professional
Training Hours:
Less than 1 hour

In this module, learn how to have your buyers identify, feel, and verbalize their needs and identify problems they need to fix or issues they need to resolve.

Course objectives & principles:

  1. Understand that he best way to serve your own interests is to put the needs, problems, and issues of your buyers first
  2. Understand that asking the right questions will get your buyer to identify, feel, and verbalize their needs and the problems or issues they need resolved
  3. Understand that to deliver value to your buyer, you must see yourself primarily as a value resource for the buyer
  4. Understand that to be a value resource for the buyer, you must first discover what the buyer perceives as value
Launch