Sales Training (Automotive)

A comprehensive training package on how to sell cars in a modern dealership.

Set in a car showroom, the sales training programme covers every stage of the sales process. It is specifically aimed at training Sales Executives in car dealerships, but a great deal of the training material is applicable to selling in any context.

Even if you're just thinking of becoming a salesperson, this programme is for you.

Special Features

Making extensive use of interactive video, the programme illustrates scenarios that can arise throughout the sale and shows Sales Executives how they can use the skills gained in this course to resolve these issues.

Users' progress is assessed by a test designed to validate their understanding. This feeds the information into a learning management system for monitoring and accreditation.

The programme takes users in detail through the key stages of the sale, emphasizing the need to build rapport continuously and to establish links between the stages.

• Meet & Greet Rapport Building Highlights the importance of creating the right first impression and building on that to gain the confidence of the customer. This step is vital to build a firm foundation for a sale.
• Customer Qualification Shows the best way to establish exactly what a customer wants and needs from their new car, at the same time as continuing to build rapport.
• Vehicle Appraisal Demonstrates the perfect way to handle the customer's part exchange vehicle - what to look for, what questions to ask and how to deal with the questions that customers frequently ask.
• Management Reviews Shows how to work with the Sales or Business Manager to structure a proposal and how to work as a team.
• Presentation & Demonstration Demonstrates how to link the vehicle presentation with the needs expressed by the customer during qualification. Shows how (and how not) to conduct a demonstration drive and use it to build commitment in the customer.
• Trial Close Shows how to create a platform of commitment from which to make the final close.
• Deal Presentation How to structure a deal presentation, based on the customer's financial requirements, so that customers are given attractive, affordable options.
• Negotiation Customers often raise last-minute issues or new financial proposals. This module shows in depth how to deal with these smoothly and efficiently whilst still retaining the trust and commitment of the customer.
• Close Shows how the final close should be the most natural phase of the sale, arising smoothly out of a professional and efficient sales process.
• Order & Delivery Explains how to ensure the order and delivery process is smooth and hassle-free.
• Follow Up The sales process does not end when the order is placed. This section shows the importance of a sales follow up in building customer satisfaction and loyalty.