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Ten simple steps. Do them in order — the next step opens once you finish the one before it.

1. 1

   Step 1 of 10

   Prospecting

   Find and qualify new customers before your competitors do, using the workshop, your CRM, field visits and referrals.

   Start this step
   Step 2 of 10

   Meet & Greet

   Meet the customer on their site, build trust and understand how their business and fleet really run.

   Finish step 1 first

   Step 3 of 10

   Qualification

   Use S.P.I.N. questions to confirm a real need, a real budget, a real decision-maker and a real timeline.

   Finish step 2 first

   Practise with a customer

   Have a short practice conversation with a customer who is still looking around.

   Finish the steps above first

   Record your practice

   Record a short video showing what you have learned.

   Finish the steps and the customer practice above first

2. Step 4 of 10

   Enquiry Management

   Turn the customer's needs into a technically confirmed, fully costed truck and body specification.

   Finish step 3 first

   Step 5 of 10

   Presentation & Demonstration

   Present the solution against the customer's problem, demonstrate the truck, and handle objections with A.C.E.

   Finish step 4 first

   Step 6 of 10

   Present and Demonstrate Hino-Connect

   Hino-Connect is a SaaS telematics platform that gives fleet operators real-time visibility of their vehicles, drivers and fuel. Learn to demonstrate it as a business tool, not a tech feature.

   Finish step 5 first

   Practise with a customer

   Have a short practice conversation with a customer who is ready to buy.

   Finish the steps above first

   Practise with a customer

   Have a short practice conversation with a customer who is still looking around.

   Finish the steps above first

   Record your practice

   Record a short video showing what you have learned.

   Finish the steps and the customer practice above first

3. Step 7 of 10

   Prepare and Deliver the Proposal

   The proposal turns discovery and range matching into a professional recommendation the customer can act on. Structure beats length, and clarity beats persuasion. A Hino proposal reads like an operating plan, not a sales pitch.

   Finish step 6 first

   Step 8 of 10

   Handle Questions, Concerns and Objections

   Objections are rarely about what they sound like. 'It's too expensive' usually means 'I don't see the value yet.' Use a structured response model to find and address the real concern, and treat every objection as an invitation to sell more clearly.

   Finish step 7 first

   Step 9 of 10

   Secure Commitment and Complete the Handover

   Closing isn't a single moment, it's a clean transition from agreement to delivery. Own every step so nothing is dropped between yes and keys. A great handover is the first act of retention.

   Finish step 8 first

   Practise with a customer

   Have a short practice conversation with a customer who is ready to buy.

   Finish the steps above first

   Record your practice

   Record a short video showing what you have learned.

   Finish the steps and the customer practice above first

4. Step 10 of 10

   Customer Retention

   The sale is where retention starts, not ends. A planned follow-up cadence protects revenue, builds the next order, and generates referrals. Retention is the compound interest of the sales process.

   Finish step 9 first

   Practise with a customer

   Have a short practice conversation with a customer who is ready to buy.

   Finish the steps above first

   Practise with a customer

   Have a short practice conversation with a customer who is still looking around.

   Finish the steps above first

   Record your practice

   Record a short video showing what you have learned.

   Finish the steps and the customer practice above first

Extras