The inventory shortage has placed new demands on your dealership sales team that has most salespeople spending more time with each customer per sale. Not only has the buying process been stretched out as customers wait for the boat they ordered to be built, shipped and to arrive at the dealership, but the potential for price changes, unexpected delays, quality issues and parts shortages makes it particularly challenging to provide the customer experience you envision with the staff you have in place. This perfect storm makes your salespeople’s mastery of the customer interview more important than ever. It’s a key structural component in a dealership’s sales methodology, where you establish the foundation for the customer relationship on which future interactions lie. Without it, any bridge to the sale will be shaky, requiring extra time and energy your team may struggle to find nowadays. During this session from veteran dealership consultant and sales trainer Bob McCann, you’ll learn how to train your salespeople to improve their interviewing skills. They’ll better learn the customer’s wants and needs while building rapport. The quickest way to get proficient at a structured interview is to use role-playing to learn and get comfortable with the skill before using it with a customer.