Professional Sales Course for Performance Improvement

Course Duration and delivery

Online Live – 12 Hours of Live Instructor led training split into 4 Half Days

This course is designed for Sales Consultants with little experience or those wanting to reach their full potential. Much has changed since they started their jobs, and we all need to be up to date with the realities of the highly researched shopper in a socially distanced world!

Some customers are very sensitive, and their short-list is shorter than ever before. They are in varied states of comfort, visit fewer dealerships, and are highly knowledgeable.

Having some experience, this group of sales consultants have all faced individual challenges, successes and frustrations in their careers up to now.

This course allows them to identify better what they need to adjust to boost them up the sales board!

We review the sales process so they can be sure that they are not missing important elements and give them more challenging scenarios to improve their skills and confidence.

LEARNING OBJECTIVES MODULES 1 & 2

1. Psychology of selling
• Understanding the automotive industry and how a client-focused approach to selling follows success principles.
• Eliminate negative preconceptions and develop a personal success formula.
• Help participants understand the buyer decision process. Unlock why buyers behave as they do.

2. Leadership of the buying process and transitions
• To have participants see how our selling best practices exactly mirror the client decision-making process.

3. Overview of the Buying Cycle
• Participants will understand the importance of taking a leadership role in the buying cycle.

4. Introduction
• Participants will have an understanding of how to conduct a proper Introduction and Transition to the Consultation.
• Participants learn word tracks to identify the shopper who has already selected a vehicle from online research.
• Participants learn how to prepare for and introduce themselves to a BDC-generated appointment.

5. Consultation
• Participants will be able to conduct a proper consultation to get an understanding of the client’s needs, lifestyle, budget, and vehicle requirements.
• Participants learn to adapt their approach to meet the needs of a customer who has conducted online research prior to their visit.
• Participants will be able to find the right selection or confirm a selection that a customer has already made, based on his or her needs and available stock.
• How to effectively transition to the presentation.

6. Presentation
• Participants will understand how to present and personalise a vehicle’s features, advantages, and benefits based on the customer needs and wants.

7. Demonstration
• Participants learn a planned approach to the demonstration.
• Transitioning to Build Added Value.

8. Building Added Value
• Be able to answer the question “Why should I buy here?” and build value in the dealership.
• Be able to transition to Information Review.

9. Information Review and Terms to Own
• Understanding how to confirm mental ownership.
• Understanding how to maintain leadership.
• Understanding the customer’s Terms to Own, and why this should be agreed upon preceding figures.
• Understand and develop skills on gathering information for the worksheet/proposal and working with trades.

LEARNING OBJECTIVES MODULES 3 & 4

1. Terms to Own
• To get a practical application of the skills of the Terms to Own.

2. Presenting Figures
• Participants learn to develop skills around presenting figures and justifying trade value.

3. Overcoming Objections
• Participants learn how to professionally respond to Objections and solve problems.

4. Management Involvement
• Participants learn how to professionally involve a manager when difficulties arise.

5. Financial Choices – Business Office Turnover
• Participants learn a professional and effective turnover process.

6. Delivery / Follow-up
• Participants learn how they participate in the professional delivery.
• Participants understand the delivery is not the end but the start of a long-term relationship.
• Participants learn how to position the customer for referrals and leverage the customer’s social media.

7. Follow-up / Locate / Personal Marketing
• Participants learn how professionals develop their own traffic and repeat business.
• Participants quantify what their effort in locating opportunities is worth to them.

8. Tracking for Success
• Participants understand the value of personal accountability and self-analysis.

What did you like most about the program?

• This will help me sell at least one more car a week!

• Liked all about it

• First part of the introduction was super interesting

• I've been doing some things the hard way. Cant wait to get back to work and try some new techniques. 

• I think learning about "self-solving" in objection handling was really good

• The way it motivates and change my closing style

• Very realistic Role Play sessions

• Skill of closing sales / Dealing with customers using a proper way

• Handling the trade objections

• The self introduction style

• The way it motivates and improves

• How to present and lead the customer

• Role-play sessions

• I can learn all the steps and the way to talk to the customer more confidently

What would a strong testimonial from you say?

• Helpful to me and I'm looking forward to the next course!

• I will sell 3 more cars a month because of this course

• Great course / great instructors

• All the consultants should learn from you guys

• This will certainly improve my knowledge in the future

• Thank you so much, this helps me a lot