Sales Team Resolving Objections and Conflict-Free Negotiations

In-Person at the Dealership

Duration: 6 Hours

Online Live via Zoom

Duration: 6 Hours

Attendees: Sales Team and Managers, Trainer-Led

Program Overview

Learning Objectives

Participants will know the types of objections that they will encounter
Participants will know where objections come up in the sales process
Participants gain a high-level knowledge of consumer fears that cause objections.
Participants will know effective transition strategies to engage objections
Participants will be able to restore leadership in the face of an objection or stall
Participants will understand how effective actions within the selling cycle can prevent objections.
Participants will learn how to flush out hidden objections and uncover the customer’s Terms to Own.
Participants will be able to employ an effective strategy for closing on final objections.
Participants will understand the most effective flow of events in an effective negotiation strategy.
Participants will understand how to justify trade values and be able to employ various closing strategies while maintaining positive
leadership with customers

Projected Expected Outcomes

Returning to the dealership, participants should feel more confident in identifying and solving objections and customer concerns throughout the customer experience.
Participants will have better skills to increase conversion rates, gross profit and improve CSI.

Course Topics

Identifying Objections
The Fear Factor and Our Role in Objections.
Transitions: Taking the Lead
Preventing Objections
Information Review
Closing on the Objection
Negotiations: Working with Your Manager
Overcoming Trade Objections:
Justification – Closing Strategies.

Download the Full Course Syllabus

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