We lay out a step-by-step process centred around a relational approach to sales. We teach you how to create an outstanding buying experience that not only increases the chances of closing a sale; it also increases the chances of repeat and referral business from satisfied customers.
Through a combination of lectures, group discussions and case studies, participants will learn how to:
Learn what to do and when to do it throughout the entire sales process from first impression to closing the sale.
Training Overview |
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4 Elements of Training |
4 Levels of Learning and Skill Development |
Elements of Success |
Communications |
What Customers Hate |
Most Common Objections |
Why Customers Quit |
Relative Statistics |
Sources of Opportunities |
Improving the Odds by Appointments |
Product and Inventory Knowledge |
Value vs. Price |
Sales Process Overview |
First Impressions – 4 Key Elements |
Meeting and Greeting |
Qualifying Needs and Selection |
Presentation and Demonstration |
Facility Tour and Trade Appraisal |
Structuring and Presenting the Proposal |
Negotiating and Closing |
Business Office Turnover |
Delivery and Follow Up |
Working for Referrals |
Building the Relationship |
Methodology
The small group nature of our training seminars and workshops ensures that every participant has a chance to engage in the discussion and learning process. The 2-Day Sales Process workshop integrates lectures, group discussions, PowerPoint presentations, motivational DVDs, case studies and daily review and recap.
What’s Included
We provide all instructional materials including an in-depth workbook and a 2-page laminated copy of the sales process and performance standards for easy reference. Upon completion, participants will be presented with a framed certificate of accomplishment.
Take the first step to elevating your dealership’s sales success. Let’s talk about how our 2-Day Sales Process workshop can help achieve your full potential.
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