MoosedMoosed Sales Academy · Beginner — Foundations · B1
B1 — Foundations of Professional Car Sales
*Source map: M0 (walls/charter) + M1 (belief, state, attitude) + Academy
goal statement. Sitz time: ~25 min.*
Learning objectives
By the end of B1 you can:
- 1. State all six walls accurately, in your own words.
- 2. State your own store's address, phone number, and hours — including
closed days and late-open quirks — from memory.
- 3. Explain how a store wins: special finance done right, honesty
as the brand.
- 4. Deliver the two-minute conviction open.
- 5. State your own same-day reset routine, in steps.
Lesson script (narration)
[SLIDE: B1 title — "Foundations of Professional Car Sales" — your storefront]
TRAINER: "Before any skill, the walls. Say them with me, because every
failure in this business traces back to a wall somebody treated as advice."
(The six walls, spoken in full — see the course header.)
"Now — where you work: your store. Learn its facts cold: **the address,
the phone number, and the hours for every day of the week — including
the day it is closed, and any late-open mornings. Many stores open late
one morning a week for manager meetings; a customer who asks for that
slot gets the afternoon slot, and the reason why.** A customer should
never know our own hours better than we do. The desk card below is
where your store's facts go — fill it in on day one, know it cold by
day two."
[SLIDE: "Used cars only. Every credit situation." — lot photo plate]
"We sell used cars only. And we sell to everybody — including the folks
other lots turn away. A big share of our buyers are rebuilding credit.
That is not a side business here; it is the business. How we win is
simple to say and hard to fake: special finance done right — we put a
customer's situation in front of the banks straight, with nothing dressed
up, and we treat the customer with respect while we do it. The banks
decide. We never promise what a bank hasn't said.
"That makes honesty the brand. Not a slogan — the brand. The customer
who got turned down at three other lots, then got treated straight here,
tells his whole family. One burned buyer costs us everyone he knows.
You'll hear that math again in B9 — it's the oldest lesson in car sales,
and it's why the walls exist."
[SLIDE: "Belief is equipment" — salesman portrait plate, no stock faces]
"Last piece of B1: you. A buyer's certainty starts with yours. Belief is
not a mood — it's equipment, and you check it like equipment, every day,
before the first conversation. Listen to the difference: 'I'll try' is a
door left open to quit. In this store we say what we will do.
"State is the second half. Build a routine that starts you sharp — how
you walk in, what you check first, what you do before the first customer.
And the reset is not optional: you lose a deal, you reset the same day.
You never carry a lost deal into the next buyer's conversation. He didn't
lose it. You did, an hour ago, with somebody else."
Word tracks (TRACK — say as written)
Conviction open (two minutes, drilled twice, second time tighter):
"I will find out what you actually need before I show you anything. I
will tell you the truth about what we have and what it does. And I will
not waste your time — by the end of this conversation you will know
exactly what the next step is, and it will be yours to take or leave."
Photo job aid — desk card B1
YOUR STORE — THE BASICS (fill in on day one)
- Address: [your store's street address] · Phone: [your store's number]
- Hours: [every day of the week, read off the door — not remembered
from another store]
- Closed: [the day your store is closed]
- Late-open / early-close quirks: [e.g., manager-meeting mornings —
book the afternoon]
- Used cars only. Every credit situation. The banks decide — we never
promise an approval.
- Honesty is the brand. One burned buyer costs us everyone he knows.
Floor drill — partner role-play
Partner A is the trainer's stand-in: fire the store facts at Partner B
(address, phone, hours, the late-open rule) rapid-fire, any order. Then
swap. B delivers the conviction open twice; A listens for "I'll try"
(language slip = restart the rep).
Trainer watches for: walls stated without softening ("we try not
to…" fails), facts exact, conviction open in "I will" language.
Practice self-check (ungraded)
- 1. Recite your store's address, phone, and hours without looking.
- 2. Why do we never promise an approval — whose call is it?
- 3. A customer asks for an appointment inside your store's late-open
slot. What's wrong with that?
- 4. Say your reset routine out loud, in steps. Could someone else follow
it?
Field assignment (same day)
Walk your store's lot end to end. In your CRM or on your job-aid card, note
where the sections sit (trucks, SUVs, third-row, cars) so a customer
never watches you hunt for a vehicle. File the note to your Academy
record.
Institute media note: the narrated video for this module is in preparation (neutral-script re-render). The lesson above is the complete taught standard.
Module media & materials
Slide deck (PDF) · Job aid / desk card (PDF)
Narrated video: in preparation (neutral-script re-render). The full lesson text above is the taught standard.
Enrolled learners: record this unit on your learner record from your course page. Reading is open to everyone; progress, the end-of-course test (B10), and certificates live on the learner record.