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Professional Sales Course for New Hires or Performance Improvement

In-Person at the Dealership
Duration: 12 Hours
Online Live via Zoom
Duration: 12 Hours
Attendees: New and Used Sales Consultants and Sales Managers, General Managers.
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Program Overview

Course Duration and Delivery

Getting new hires up to speed quickly is critical to the success of the Sales Consultant and the Dealership. It also increases the workload on managers as they try to transfer the required knowledge to the new sales consultant in a timely and cohesive manner.

This comprehensive course is designed for new sales consultants who want to reach their full potential quickly or existing sales consultants who want to improve their skills and boost their sales results.

This course is delivered In-Person or  Online Live Via Zoom in 2 x 6-Hour Interactive Sessions

Learning Objectives

  1. Psychology of selling

    • Understanding the automotive industry and how a client-focused approach to selling follows success principles.
    • Eliminate negative preconceptions and develop a personal success formula.
    • Help participants understand the buyer decision process. Unlock why buyers behave as they do.

  2. Leadership of the buying process and transitions

    • To have participants see how our selling best practices exactly mirror the client decision-making process.

  3. Overview of the Buying Cycle

    • Participants will understand the importance of taking a leadership role in the buying cycle.

  4. Introduction

    • Participants will have an understanding of how to conduct a proper Introduction and Transition to the Consultation.
    • Participants learn word tracks to identify the shopper who has already selected a vehicle from online research.
    • Participants learn how to prepare for and introduce themselves to a BDC-generated appointment.

  5. Consultation

    • Participants will be able to conduct a proper consultation to get an understanding of the client’s needs, lifestyle, budget, and vehicle requirements.
    • Participants learn to adapt their approach to meet the needs of a customer who has conducted online research prior to their visit.
    • Participants will be able to find the right selection or confirm a selection that a customer has already made, based on his or her needs and available stock.
    • How to effectively transition to the presentation.

  6. Presentation

    • Participants will understand how to present and personalize a vehicle’s features, advantages, and benefits based on the customer needs and wants.

  7. Demonstration

    • Participants learn a planned approach to the demonstration.
    • Transitioning to Build Added Value.

  8. Building Added Value

    • Be able to answer the question “Why should I buy here?” and build value in the dealership.
    • Be able to transition to Information Review.

  9. Information Review and Terms to Own

    • Understanding how to confirm mental ownership.
    • Understanding how to maintain leadership.
    • Understanding the customer’s Terms to Own, and why this should be agreed upon preceding figures.
    • Understand and develop skills on gathering information for the worksheet/proposal and working with trades.

  10. Terms to Own

    • To get a practical application of the skills of the Terms to Own.

  11. Presenting Figures

    • Participants learn to develop skills around presenting figures and justifying trade value.

  12. Overcoming Objections

    • Participants learn how to professionally respond to Objections and solve problems.

  13. Management Involvement

    • Participants learn how to professionally involve a manager when difficulties arise.

  14. Financial Choices – Business Office Turnover

    • Participants learn a professional and effective turnover process.

  15. Delivery / Follow-up

    • Participants learn how they participate in the professional delivery.
    • Participants understand the delivery is not the end but the start of a long-term relationship.
    • Participants learn how to position the customer for referrals and leverage the customer’s social media.

  16. Follow-up / Locate / Personal Marketing

    • Participants learn how professionals develop their own traffic and repeat business.
    • Participants quantify what their effort in locating opportunities is worth to them.

  17. Tracking for Success

    • Participants understand the value of personal accountability and self-analysis

What Did You Like Most About the Program?

Download the Full Course Syllabus

Get a detailed look at what you'll learn and how this course can benefit you. Dive into the full course syllabus to see the topics covered, key learning objectives, and more!

Download the Course Syllabus

Add-on Service to Professional Sales Course for New Hires or Performance Improvement - Practical Skills Days

Practical Skills Days are a fantastic way to take all of the content knowledge from any course and put it to work in the real world.

The practical application of the new skills learned in the course will build the confidence and competence of the team to perform at a higher level with your customers.
These action-packed days use real-life simulation scenarios Online Live Via Zoom or In-Person hands-on demonstrations with your team in their own working environment.

Our trainers will engage the management with their teams to improve coaching skills and strategies and deliver a top-level customer experience.

Download the Practical Syllabus

Contact US

To learn more about the course referenced above, please contact us today.

Set a call back time for a convenient free consultation with one of our senior business development team.

Course Selection

Service and Parts Advisor Customer Service Experience Live In-Dealership

In-Person at the Dealership
 - Duration: 12 Hours
Online Live via Zoom
  - Duration: 12 Hours
In-Person at the Dealership - Duration: 12 Hours
Online Live via Zoom - Duration: 12 Hours

Workplace Well-Being & Stress Management

In-Person at the Dealership
 - Duration: 6 Hours
Online Live via Zoom
  - Duration: 6 Hours
In-Person at the Dealership - Duration: 6 Hours
Online Live via Zoom - Duration: 6 Hours

Service Advisor Selling Skills and Customer Communication

In-Person at the Dealership
 - Duration: 6 Hours
Online Live via Zoom
  - Duration: 3 Hours
In-Person at the Dealership - Duration: 6 Hours
Online Live via Zoom - Duration: 3 Hours

Business Office Volume & Gross

In-Person at the Dealership
 - Duration: 6 Hours
Online Live via Zoom
  - Duration: 6 Hours
In-Person at the Dealership - Duration: 6 Hours
Online Live via Zoom - Duration: 6 Hours

Professional Sales Course for New Hires or Performance Improvement

In-Person at the Dealership
 - Duration: 12 Hours
Online Live via Zoom
  - Duration: 12 Hours
In-Person at the Dealership - Duration: 12 Hours
Online Live via Zoom - Duration: 12 Hours

Service Managers Leadership Training

In-Person at the Dealership
 - Duration: 6 Hours
Online Live via Zoom
  - Duration: 2 x (3 Hours)
In-Person at the Dealership - Duration: 6 Hours
Online Live via Zoom - Duration: 2 x (3 Hours)

Testimonials About This Course

This course was very helpful to me.

I will sell at one more car a week because of this course.

Great course / great instructors.

All the consultants should learn from you guys.

This will certainly improve my knowledge in the future.

Thank you so much, this helps me a lot.

Listowel Chrysler – New Sales Consultant

This is my first day at Listowel Ford and I am very glad I had the opportunity to be in this class. Phil is a great mentor and a very good teacher..

MMDA Student

“I have now been in the car business for two months now and had a very successful start. In my first month of July, I sold 18 units and in the month of August, my number was 19… I want to thank you for sharing your expertise and knowledge. I owe all to you for such a successful start.”

Tom Anderson – Ledingham GM

“Amazing Course! 3 hours into my first shift following their process, I was able to handle questions efficiently and do a proper qualification with my customer, brought the proper information to my Sales Manager, and were able to work within the customers’ Terms to Own and get a deal done! Don’t miss their courses, even if you’re a seasoned vet!!!!”

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Automotivaters is more than a training and development company. We work with your teams to implement strategies, build skills, and drive sales performance in all dealership departments.

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