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McAlpine Ford Lincoln - Grant Cardone Automotive Sales Training

About The Company

McAlpine Ford/Lincoln is proud to be a premier Lincoln dealership in the Aurora, Ontario area. From the moment you walk on their showroom, you’ll know the commitment to customer service is second to none. From quality new Ford & Lincoln vehicles to pre-owned, their extensive inventory makes them a great choice as your automotive dealer in Aurora.

“Following Grant’s process, everyone became more flexible, now they treat every opportunity like it’s a deal.”

Objectives
  • Consistent following of sales process
  • Improve Closing Ability
  • Better attitude amongst salespeople
Solution
  • 15 minutes of mandatory training using Cardone On Demand
  • Weekly sales meetings focused on skill building with management
  • Adoption of Cardone sales process steps by management
Results
  • 10% Increase in YOY Sales Volume
  • Increased gross profit by over $1000 per unit
  • Confident sales staff equipped to handle objections and close more effectively
Challenge

McAlpine Ford teamed up with Cardone Training Technologies team in February 2016. Their goals were to reinforce the sales team’s fundamentals on handling each step of the process while using the right terminology and to get their reps comfortable in asking the customer for the sale.

Approach

The McAlpine Ford management team enforced daily training of 15 minutes per day by the salespeople on the Cardone On-Demand platform. To supplement the training and new processes in place, a weekly debrief on the training was put into effect using sales meetings from the COD platform. Management also implemented the Cardone sales process
and introduced an early manager touch for every customer.

Results

By implementing the Cardone On-Demand training and processes, McAlpine was able to achieve an additional $1,000 in average gross per unit within the first 90 days of starting on the program.

Management at McAlpine Ford Lincoln attributes the increase in gross profits to the greater consistency of their sales staff after training on COD and the confidence gained from word tracks they now has available to them. The success of the program is a reflection of the efforts from management to implement and follow a newer process.

“By training daily, they’re getting the message often enough and start saying the right words”