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These eight proceedings that will be discussed are Pre-Approach, Approach, Introduction, Demonstration, The Close, Answering Objections, and Cash Collection.
First, pre-approach is the process of getting information about potential customers so the dealer can determine if they have a need for the product and which products are appropriate to the potential customer's situation. Pre-Approach is so important because is helps you connect and potentially put your customers at ease. If you know something about your prospect and their neighbors it helps establish rapport and trust before any selling ever takes place...
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