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If the training a dealer has experienced in the past had no effect it's only normal they would ask this question. Sadly, most training sold or forced upon dealers has either little or even negative effect.
There is supporting evidence. For example, it’s practically impossible to get salespeople to say what they are trained to say. That‘s significant because the single most reliable indicator that something does not work is the fact that people will not use it. There may be initial resistance, but almost anything that makes a job easier is quickly adopted. Secretaries balked at word processors, service techs disliked engine analyzers, and everybody hated email, at first. But nobody is asking for a return to typewriters, timing lights and “next day” delivery. Salespeople are no less interested than other people in finding an easier way. (It is often said that they are more interested.) So if what they were trained to say really made prospects more cooperative and more inclined to buy, then the best salespeople would always say it. But it never does, so they never do. Like I said, sad, for all involved.
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