Welcome to
indiGO Auto Group's 2025 Walkaround Challenge!





Walkaround Challenge Co-Winners


Jason Lasho
Robert
Harrell
Porsche Palm Springs

Jacob Wilmott
Jacob
Wilmott
Porsche North Houston

Walkaround Challenge Top 4


Isaac Talley
Isaac
Talley
Audi Rancho Mirage

Keon
Keon
Naderi
Porsche San Francisco

Jason Lasho
Robert
Harrell
Porsche Palm Springs

Jacob Wilmott
Jacob
Wilmott
Porsche North Houston

Walkaround Challenge Top 8


Isaac Talley
Isaac
Talley
Audi Rancho Mirage

Pedro Patlan
Pedro
Patlan
JLR Riverside

Jason Lasho
Jason
Lasho
Porsche St. Louis

Jacob Wilmott
Jacob
Wilmott
Porsche North Houston

Keon Naderi
Keon
Naderi
Porsche San Francisco
Robert Harrell
Robert
Harrell
Porsche Palm Springs
Tiffany
Tiffany
Bishop
Porsche Sugar Land
John Rosafort
John
Rosafort
Ferrari Silicon Valley




Master the Walkaround

Let us help you get started on the right foot. Watch an example vehicle presentation led by our Vice President of Operations, Mike Weibel. In this video, Mike demonstrates how to highlight key features, engage your audience, and deliver a professional, informative, and confident vehicle overview. Whether you're new to presentations or looking to refine your skills, this sample walkaround sets a strong benchmark for excellence.


Key Takeaways:

  • Product Knowledge: Demonstrate deep understanding of the vehicle’s features, specs, and unique selling points.
  • Customer-Focused Language: Tailor your presentation to the customer’s needs, lifestyle, and interests.
  • Feature-to-Benefit Selling: Explain why a feature matters by connecting it to real-world benefits.
  • Hands-On Demonstration: Open the hood, doors, and trunk—show, don’t just tell.





Set the Stage

Before jumping into the vehicle walkaround, it's important to establish comfort and connection. In this example store tour, you'll see how a warm, well-paced introduction to the dealership can set the tone for a successful client interaction. Watch how Mike uses the environment to build rapport, highlight amenities, and create a sense of hospitality that makes the client feel at ease and valued. A great tour isn't just about the space-it's about the experience.

Key Takeaways:

  • Build Trust Early: A welcoming tour sets a positive tone and helps ease any initial tension.
  • Highlight Key Touchpoints: Showcase customer-centric areas such as service, lounge, delivery bays, and restrooms.
  • Personalize the Experience: Tailor the tour to the client's interests and mention team members they may work with.
  • Create Flow: Position the store tour as a natural lead-in to the vehicle presentation.
  • Reinforce Brand Values: Use the tour to subtly communicate the professionalism, luxury, and attention to detail your dealership is known for.



Mastering the Close: Presenting Numbers, Handling Objections, and Closing the Deal

Presenting numbers, handling objections, and closing the sale are delicate moments that require a mix of transparency, confidence, and empathy. Here are the key takeaways for each step:

Presenting
Numbers

  1. Lead with Value, Not Price

    Position the price as a reflection of the value the client receives—highlight brand prestige, performance, craftsmanship, and exclusivity before discussing numbers.

  2. Be Transparent and Confident

    Avoid hesitation. Present pricing, packages, and payment options with clarity and confidence. This builds trust.

Handling and Overcoming Objections

  1. Listen First, Then Acknowledge

    Validate the concern before responding. It shows empathy and professionalism.

  2. Reframe the Objection as a Question

    For example, “It’s too expensive” becomes “Are you looking for a lower monthly payment or better overall value?”

  3. Bridge Back to Value

    Reinforce how the vehicle solves their specific needs or offers long-term benefits (e.g., resale value, maintenance coverage, luxury experience). Personalize the presentation.

Closing
the Sale

  1. Assume the Sale with Subtlety

    Use language like, “Let’s get this wrapped up for you today” or “Would you prefer delivery this week or next?”

  2. Create a Sense of Exclusivity or Urgency

    Mention limited availability, incoming price changes, or unique vehicle specs.

  3. Offer Reassurance, Not Pressure

    Reinforce that they’re making a smart decision and that you’ll continue to provide support post-purchase.

  4. Tailor the Pitch

    Base your approach on what the client prioritized during discovery (e.g., monthly budget, features, lease vs. finance).