Live In-dealership: 2 full Days of Live Instructor led training on site.
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.
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!
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.
When hiring new sales consultants is it crucial to get them up to speed quickly. By learning a high-quality sales process they will avoid learning bad habits and build on a solid foundation. This comprehensive course provides much more than the essentials to launch their career with this highly interactive format!
Participants will understand the importance of taking a leadership role in the buying cycle.
Participants will understand how to present and personalise a vehicle’s features, advantages, and benefits based on the customer needs and wants.
Participants learn a planned approach to the demonstration.
Transitioning to Build Added Value.
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.
To get a practical application of the skills of the Terms to Own.
Participants learn to develop skills around presenting figures and justifying trade value.
Participants learn how to professionally respond to Objections and solve problems.
Participants learn how to professionally involve a manager when difficulties arise.
Participants learn a professional and effective turnover process.
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.
Participants learn how professionals develop their own traffic and repeat business.
Participants quantify what their effort in locating opportunities is worth to them.
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