Transitions to Buy Now

Transitions to Buy Now (SETTBN-1)

Expected Outcomes Upon Execution of Strategies:

• With the execution of discussed strategies, Sales Consultants and Managers will be able to help customers advance farther through the customer experience to increase closing ratios
• Increases in sales volume and long-term profitability
• Increase in CSI, customer and staff retention

Program Structure: Classroom
8 hours
Includes all Sales Consultants, Sales Management, General Managers

Methods: Interactive Instruction, Trainer-led Group Discussion, Practical Skills Exercises.

Topics and Objectives:

Understanding the Buyer’s Plan
• Participants will understand the buyer decision process, and why buyers behave as they do

Leadership: Have a Positive Influence
• Participants will understand the importance of establishing positive customer-centric leadership to help people accomplish their goals
• Participants will understand the importance of taking responsibility for their actions in the market

Selling Cycle Overview
• Participants will know where in the process we can go off track and compromise the closing ratio

Transition Structure
• Participants will know the most effective strategy for establishing or re-establishing leadership in transitions

Transition: Introduction to Consultation
• Participants will understand the importance of building a strong foundation to the sales process
• Participants with know the best strategy for overcoming the most common stalls from the Introduction to the Consultation

Transition: Presentation to Demonstration
• Participants will be able to quantify how strategic effort makes a financial impact for the company and themselves

Transition: Demonstration to the BAV and Information Review
• Participants will understand the importance of the BAV and know how to effectively maintain leadership in the transition to the BAV

Transition: Information Review to Terms to Own
Participants will know the steps to transition the customer to the Terms to Own

Conclusion – Reflection
Participants will know how to identify current strengths and areas for improvement, to develop immediate action items, build/customize scripts and create immediate action plans