Sales Training Methodology

Grant Cardone Training is the #1 Automotive Sales Training Company in the world. For over 30 years Grant Cardone Automotive Sales Training has been helping Automotive Dealers increase sales, increase deal profitability, and reduce sales person turnover.

In the early 90’s Cardone pioneered “Information Based Selling”, at the time, it was looked at as a new approach to selling cars, today it is viewed as one of the most transformational shifts in the automotive retail transaction in the last 50 years. At the heart of this process are 3 core elements:

  1. Non-Confrontational
  2. Information Based / Transparent
  3. Shorten and Speed up the process

The Internet has provided the most massive disruption in the automotive industry since the telephone or the assembly line. Simultaneously the Internet has dramatically changed the way in which consumers educate themselves, giving them more information with the click of a button than ever before.

Over the last few years, the informed customer has begun to demand that their purchase experience incorporate the 3 core elements that have been the staples of the Cardone Process for over almost 2 decades. Today, most dealerships, major dealership groups, and OEMS’s have evolved their sales process and customer approach to this new way of selling.

Most recently, Cardone’s team was recruited by 4 major OEM’s to conduct over 8000 days of in store retail experience training that leveraged the Information Based Sales process for dealerships who posted below average scores in Customer Satisfaction and Working Out the Deal (see JD Powers stats under Successes).

In 2010, Cardone launched Cardone On-Demand in order to serve a wider base of clients. Cardone On-Demand is a web based training platform with over 1500 video lessons in short 3-5 minute clips with full testing, reporting, accountability and mobile accessibility. With Cardone On-Demand salespeople and managers can now train on what they want, when they want, wherever there are at.

The Core Online Sales Curriculum Includes:

  • Sales Management Training
  • Management Coaching Training
  • Sales Meetings
  • New Hire On Boarding
  • Sales Process Training
  • Closing the Deal Training
  • Phone Training
  • BDC and Internet Sales Training
  • Follow-up Training
  • Sales Prospecting Training
  • Customer Service Training
  • Motivation Training
  • Hiring Training
  • Service Advisor Training
  • Personality Assessments
  • Sales Assessments

The Private In-Store Curriculum Includes:

Automotive Sales Process Training

  • The Information Based 5-Step Sales Process
  • Point of Contact
  • The 100% Write-up
  • Vehicle Selection / Demonstration
  • Full Disclosure Negotiations
  • Internet Lead Management
  • Phone Power
  • The Close
  • The Delivery Experience

Fixed Operations Training

  • Internal Perceptions
  • Management by Strengths
  • The Service Experience
  • Process and Customer Retention
  • Focus On Satisfaction
  • Total Quality Experience

At Grant Cardone Automotive Sales Training, we understand that each client we work with is unique with unique challenges. Not every application will allow for a one-size fits all approach, so be sure to ask about our customized solutions tailored to your unique situation. Dealers can invest in each Cardone Training package as a stand alone or a hybrid that leverages a blended approach using both online, in-store training, and sales process technology.


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