Salespeople / Road to Sale / Vehicle Presentation

Commission Log

Feature-to-Benefit Walkaround

How to run a walkaround that connects vehicle features to what this specific customer said they need — not a memorized script.

Recommended next

Make every feature answer a stated customer need.

Your walkaround knowledge is solid. Practice connecting a commuter's needs to efficiency and safety before discussing trim.

63%

current practice signal

▶

Feature-to-Benefit Walkaround — Module 3

2:14 / 9:40

Manager Notes

Tie every feature back to a need statement from discovery. If the customer mentioned a long commute, lead with efficiency and driver-assist features before touchpoints like cargo space. Verify current promotions with your manager before quoting APR or lease terms — these change monthly.

Walkaround Checklist.pdf

Live Call: RAV4 Walkaround

2026 Trim Comparison.xlsx

Peer Example — Top Closer

My Road to Sale

Your personalized training path. Pick up where you left off, then practice the skill most likely to improve your next customer conversation.

Current focus

Discovery

Next best action ready

Practice this week

1 more than last week

Strongest skill

Delivery

77% practice signal

Manager check-in

Fri

Discovery review

Recommended sequence

Now

Greeting & Discovery

Practice open-ended questions before suggesting a trim.

Vehicle Presentation

Connect a feature to the need you uncovered.

Later

Price comparison objections

Acknowledge, clarify, then reframe value.

Your latest practice

Scenario: commuter with a trade-in

Discovery

48%

Retry target: ask how the vehicle will be used before recommending a model.

Team coaching dashboard

See where the team is improving, where practice is breaking down, and which conversations need manager attention.

Active salespeople

16 practiced this week

Team mastery

64%

Up 6 points this month

Needs coaching

Discovery is the common gap

Scenarios completed

This week

Skill gaps to coach this week

Discovery

42%

Objections

48%

Demo drive

57%

Presentation

66%

Coaching queue

Priority

Adam R.

Discovery: jumps to trim recommendation too early

Priority

Taylor M.

Price comparison: needs value-reframe practice

Watch

Jordan K.

No practice activity in 7 days

Adam R. — development profile

Individual progress, demonstrated strengths, and the next manager coaching conversation.

Practice signal

61%

Across 9 stages

Current gap

Discovery

48% on recent practice

Strongest stage

Delivery

77% practice signal

Last active

Today

Scenario response saved

Skill progression

Business Development

74%

Discovery

48%

Presentation

63%

Objections

45%

Recommended coaching action

Listen to Adam’s discovery scenario, then coach one behavior: ask how the customer will use the vehicle before naming a model.

Manager note · Sep 2

Use the customer’s language before the walkaround.

Review after the next completed discovery scenario.

Content library

Approved lessons, playbooks, resources, and coaching material available to the right roles and stages.

Content	Type	Stage	Source status	Last updated
Discovery Questions That Work	Video lesson	Greeting & Discovery	Approved	Aug 28
2026 RAV4 Product Playbook	Playbook	Product knowledge	Approved	Sep 1
Price Comparison Response Guide	Coaching guide	Objection handling	Review due	Jul 12

Scenario builder

Create role-safe practice around a real customer situation and define what good performance looks like.

Scenario details

Stage

Greeting & Discovery

Customer: Parent shopping for a first vehicle for a college-bound daughter.

Practice objective

Use open questions before recommending a vehicle.

Guardrail: Do not quote payments, APR, or incentives.

Customer opening

“I need something safe, but I don’t really know where to start.”

Approved scoring rubric

Required

Earns permission to ask questions

Required

Asks about vehicle use and priorities

Required

Reflects the customer’s answer accurately

Watch

Recommends a trim before discovery is complete

Brand & store knowledge

Manage the approved material Copilot can use for answers, scenarios, and recommendations.

Approved knowledge sources

Live

Toyota 2026 product playbooks

Brand product information · reviewed Sep 1

Live

Toyota of Kirkland sales process

Store-approved coaching standards · reviewed Aug 28

Review

Washington financing disclosures

Compliance source requires current-owner confirmation

Copilot guardrails

Copilot only answers with sources approved for the active dealership, role, and learning stage.

Cite approved source in response

Escalate current payment and incentive questions

Block unsupported legal or compliance guidance

Users & roles

Control access by dealership, role, and workspace. Founder Lab remains private to the product owner.

Name	Role	Workspace access	Last active	Status
Adam R. adam@example.com	Founder	All workspaces + Founder Lab	Today	Active
Sarah M. sarah@example.com	Sales manager	Learner + manager	Today	Active
Taylor M. taylor@example.com	Sales consultant	Learner	Yesterday	Active

Founder Lab

Capture your experience and research, develop it with AI, then approve the training or product change it should become.

Capture a new idea

Draft created locally. The production workflow will preserve your original note, source, proposed training expression, and approval status.

Review queue

Draft chapter · Your experience

Discovery earns the right to present.

Proposed output: lesson, roleplay rubric, and manager coaching card.

Needs research · Book insight

Make fast pattern recognition teachable.

Proposed output: scenario progression and peer-example resource.

Approved · Product proposal

Show every learner why this is their next lesson.

Published as the learner’s Recommended next card.

Finance

F&I training material, product menus, and compliance notes for the write-up and finance stages of a deal.

Placeholder page — Finance content (F&I products, menu selling practice, compliance callouts) is not built yet. This section was added to match the new nav structure.

Marketing

Lead-source scripts, campaign talking points, and how marketing hands off a lead to the sales process.

Placeholder page — Marketing content is not built yet. This section was added to match the new nav structure.

Books

Recommended reading assigned by managers or Founder Lab, tied to specific skills in the Road to Sales.

Placeholder page — Books library is not built yet. This section was added to match the new nav structure.

Videos

Standalone video library, separate from the lesson videos embedded in each Road to Sales stage.

Placeholder page — standalone Videos library is not built yet. This section was added to match the new nav structure.

Dealership

Store profile, branding, and dealership-level settings managed from the Managers Dashboard.

Placeholder page — Dealership settings are not built yet. This section was added to match the new nav structure.