F.O.R.M.A.T. | The Structure Behind GENUINE Conversation

You don’t win over a guest by accident.

You win them over by getting to know who they really are and why they’re looking for their next vehicle.

F.O.R.M.A.T. isn’t a script. It’s a framework that keeps you in the conversation with the guest. If you truly are focused on relationships, not transactions… then F.O.R.M.A.T. will help you achieve those lasting guest relationships. 

When you bring together the BUYING PERSONALITIES framework with F.O.R.M.A.T. you will have powerful tools that will help you build deeper relationships.

Family

People buy where they feel understood. Family gives you context. Is this a parent trading in a car for safety? A retiree looking for comfort?

Getting to know their family will help you to find common ground. 

Occupation

What they do says a lot about how they think.

Knowing what they do and understanding how they got there, often tells you a lot about them. This will oftentimes also give you clues to their Buying Personality as well. 

Recreation

What do they like to do? If they’re buying an off-road vehicle, do they like to go camping? Just like you, your guest has things they like to do for fun, what are they?

Get to know them! This is KEY in building those lasting relationships that will make your career.

Motivation

What motivates them? Learning to understand what is the driving force behind them as a human AND what brings them to buying a car is powerful.

If you’re in the TRUSkills Program, you know that we speak a lot about our Core Values and having Purpose Beyond Money… oftentimes, your guest has those very similar thoughts and beliefs… you might just be surprised at how much you have in common with them at a much deeper level. 

Animals

Are you a dog person? Is your guest a dog person? What better way to build that connection!?

Many people LOVE animals, this is a powerful way to build a common bond that will help you establish the connection you seek with your guest. 

Teams

Being a sports fan is good for more than just your fantasy league… use it to connect with your guests! Things like sports are something that is a passionate subject for many.

This is a POWERFUL way to build lasting connections. 

The Point

F.O.R.M.A.T. is designed for you to take what you’ve learned about BUYING PERSONALITIES and to find ways to connect with your guest at a relational level… not just treating them as another transaction.