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
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
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