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A massive sixty per cent of potential customers to the retail motor industry are lost at the critical ‘meet and greet’ stage, according to automotive training specialist, Autavis, which has spent over five years developing the sector’s first 100% on-line learning programme for vehicle sales personnel.

Having pioneered multi-media training for sales executives in 2002, which helped some dealers achieve month-on-month sales increases of up to 50%, Autavis believes the ‘Brilliant Results in Sales’ programme has the potential to deliver improvements in performance of as much as 75%, especially in relation to value added products and margin retention.

With the Government’s £300 million scrappage scheme fund expected to run out in the next few months or before, Autavis, which has also launched a brand new website (www.autavis.com), is advising dealers that they must sharpen up in-house skills for what it believes will be an equally challenging 2010.

Maximising the benefit to both the individual and business whilst minimising staff down-time is one of the primary objectives of the ‘Brilliant Results in Sales’ course, which enables sales people to ‘learn while they earn’ through a series of interactive on-line tutorials and self assessments.

As well as providing a step-by-step guide to perfecting the right ‘meet and greet’ technique, it coaches sales staff on areas such as qualifying and building a rapport with customers, asking and responding to questions, outstanding sales techniques, negotiating and closing the sale.

Learners are able to work at their own pace and their progress through the series of modules is monitored by a sophisticated Learning Management System which allows training to continue from the point at which they left off.

During its research for the internet based package, Autavis found that many dealers struggled to justify the costs associated with sending sales and customer service staff on external training programmes in the current trading environment, although they recognised the value of professional development.

Nick Wright, Managing Director, Autavis, said:

“It’s very clear to dealers that the skills of their teams has a major impact on bottom line results so we’ve taken a wide cross-section of feedback and experience in building this new programme, which represents a quantum leap in sales training. Use of technology to deliver learning was highlighted by the vast majority of businesses and individuals we spoke to as the favoured and most cost-effective approach. With all costs under the microscope, dealers want to see a return from any investment and e-learning provides a means of measuring training effectively as well as delivering it in an engaging format.”

Continued Wright:

“Brilliant Results in Sales is designed to help any salesperson achieve significantly better performance. All proven skills and techniques are demonstrated more clearly than if in a classroom environment and at a fraction of the cost. Probably the most attractive aspect of this type of training is that it can be used as a regular refresher course to maintain focus and keep outstanding results sustainable.”

Commented Mark Lavery, Chief Executive, Cambria Automotive, which plans to utilise the new Autavis programme as part of its ongoing staff development:

“How we train, coach and manage our associates is critical in providing “guest delight” and in optimising efficiencies and performance. Selling cars, products and services is a series of simple steps that when executed properly should lead to outstanding results. On-line multimedia training is probably the most lean, convenient and cost effective way of inducting new and keeping existing associates focused and sharp.”

News release issued on behalf of Autavis by Blackbird Communications. 

For further information please contact Stuart Brooks on 01727 899488 or 0780 3153329.