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DEALER SALESPERSON TRAINING

From the first conversation to delivery.

A practical onboarding program for salespeople working with DealerPlan. Clear conversations, complete handoffs and confident next steps—without overpromising.

Start the training Open desk checklist

THE OBJECTIVE

Help the customer move forward with confidence.

Your role is to introduce financing clearly, collect an accurate purchase outline and keep DealerPlan informed when the deal changes. DealerPlan handles the financing conversation, lender strategy and next-step coordination with the customer.

The strongest handoff is complete, timely and honest. It protects the customer experience and gives the financing team the best opportunity to keep the sale moving.

The non-negotiable ruleNever promise a rate, payment, approval, credit outcome or claim result. Use estimates as illustrations and let DealerPlan confirm the financing decision and conditions.

THE FOUR-MODULE WORKFLOW

Know your part. Know the handoff. Keep the deal aligned.

MODULE 01 / INTRODUCE

Start the financing conversation.

Understand the purchase and the customer’s priorities before discussing numbers.

  • Confirm the unit, options and expected purchase timing.
  • Ask whether payment, down payment or total amount is the main priority.
  • Offer a clear estimate without presenting it as an approval.
  • Explain that DealerPlan will review the request and discuss next steps directly.
SUGGESTED LANGUAGE“Would it be helpful to look at a payment estimate or speak with our financing team before you decide?”
MODULE 02 / SUBMIT

Send a complete purchase handoff.

Accurate deal information helps avoid delays and prevents the customer from repeating details.

  • Customer name and best contact information.
  • Year, make, model, stock or serial details where available.
  • Selling price, fees and tax treatment.
  • Trade allowance, balance owing and expected down payment.
  • Optional products discussed or requested—never preselected.
  • Timing, dealership priorities and any important context.
BEFORE YOU SENDVerify the figures. Never guess information on the customer’s application or send sensitive details through an unapproved channel.
MODULE 03 / SUPPORT

Support review and report changes.

A purchase often evolves. DealerPlan needs the current structure to negotiate and communicate accurately.

  • Report unit, price, trade, down-payment or product changes immediately.
  • Help obtain requested documents using the approved secure route.
  • Do not interpret lender conditions or credit findings for the customer.
  • Keep the sales desk aware of meaningful timing or inventory concerns.
SUGGESTED LANGUAGE“DealerPlan is reviewing the full request. They’ll confirm the decision, any conditions and the next step with you.”
MODULE 04 / DELIVER

Confirm the final deal and delivery.

An approval is an important milestone—not permission to release the unit.

  • Confirm the final unit and all figures match the approved structure.
  • Ensure outstanding conditions and documents are completed.
  • Optional protection must be explained and accepted with full disclosure.
  • Wait for DealerPlan’s final release confirmation before delivery.
  • Coordinate a delivery time only after the required confirmation.
DELIVERY STANDARDNo unit leaves because the application “looks good.” Final release authorization must be clear.

DO NOT BLUR THE MILESTONES

Five different moments. Five different meanings.

ESTIMATE

An illustration used for planning. It is not an offer.

APPLICATION

A request has been submitted for review.

APPROVAL

A lender decision may still include conditions or changes.

SIGNED DOCUMENTS

Required agreements have been completed.

RELEASE

DealerPlan has confirmed that the unit may be delivered.

30-MINUTE TEAM SESSION

A fast, repeatable onboarding.

  1. 5 minRoles, standards and deal integrity
  2. 7 minStarting the customer conversation
  3. 8 minBuilding and submitting the handoff
  4. 5 minApproval, conditions and changes
  5. 5 minDelivery release and scenarios

PRACTICE SCENARIOS

Payment-first customer

The customer knows a comfortable monthly budget but has not selected the final unit. Ask the discovery questions, illustrate carefully and avoid turning the estimate into a promise.

Trade changes late

The appraisal or payout changes after submission. Stop, update DealerPlan and have the revised structure confirmed before proceeding.

Conditional approval

The customer hears “approved” but documents remain outstanding. Explain the next step without interpreting the condition or setting delivery expectations.

Protection question

The customer asks whether an optional product is required. Make it clear that optional means optional and connect them with the person responsible for full explanation and consent.

PRINTABLE QUICK REFERENCE

The sales-desk checklist.

Use this before submitting a deal and again before scheduling delivery.

Purchase confirmedUnit, options, price and timing are current.
Priorities understoodPayment, down payment and customer goals are clear.
Trade completeAllowance and balance owing are both supplied.
Fees and tax clearThe handoff reflects the actual purchase structure.
Optional means optionalNothing is bundled, implied or added without consent.
No promises madeEstimates and lender decisions are described accurately.
Changes reportedDealerPlan has the latest unit, price, trade and down payment.
Secure channels usedApplications and documents follow the approved route.
Conditions completeOutstanding requirements are not treated as finished.
Release confirmedDelivery happens only after DealerPlan authorization.

Use the procedures agreed for your dealership. DealerPlan will confirm your exact application, document-upload, escalation, customer-contact and final-release routes. If you are unsure, pause and contact the DealerPlan team.

PAUSE AND CONTACT DEALERPLAN

When certainty matters, ask.

  • The deal structure, unit or trade has changed.
  • The customer asks you to interpret a lender decision or credit result.
  • A document or condition is unclear.
  • The customer believes an optional product is required.
  • There is no explicit confirmation that the unit may be released.
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