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.
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.
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”