The Customer Pathway:

Fill the Gaps in Your Dealership’s Sales Process

Jim Million, Million Learning & Bob McCann, MRAA

Target Audience: Dealership Owners & Managers

Date & Time: Dec. 10, 1:00 PM CST



It has been a stellar year of sales for most of you. And yet, chances are, your customers have stumbled across some gaps in your sales process. That’s to be expected in a whirlwind season like this one. But now it’s time to identify and close those gaps.


Your ability to capitalize on the opportunities that came your way this year and adapt to a changing market and a changing customer in 2021 will depend in large part on how well you apply what you learned from those stumbles.


During this workshop, leading trainers Jim Million and Bob McCann will arm you with what you need to find the gaps in your sales process and B.R.I.D.G.E. them. When you’re done, you and your team will have the tools to offer a consistently outstanding customer experience that fits your prospects, customers, culture – and today’s market.


This workshop is a Continuous Certification Live course, allowing those in 2020 Continuous Certification to earn credit for their Q3 curriculum, and those interested in learning more about Continuous Certification to gain first-hand experience with the education the program offers. As a bonus, if you are interested in becoming a Certified Dealer, attending this session will help you make progress toward one of the Certification requirements: a sales process map.

Learning Objectives

  • Discover why following a regularly reviewed and updated sales process is better for the customer (and your sales team) and how to update yours for 2021;

  • Determine how to develop Purpose, Attitudes, Communications, Expectations (P.A.C.E.) and Action Guides for your sales process;

  • And understand all of the areas of your sales process to map and document in order to fill the gaps your customers have been stumbling across.