14. TRAINING YOUR OWN PARTS DEPARTMENT HOW TO SELL (1day)
Parts Managers and Supervisors who wish to increase the service and sales skills of their team for both telephone and in person sales OTDB opportunities to do business.
AIMS OF THE PROGRAMME
To Improve The Leadership and Training Skills of Parts Managers and Supervisors
To Establish A Higher Standard Of Telephone Skills And Service Behaviour By Staff Within The Parts Departments.
To Maximise The Conversion Of All Telephone Parts Inquiries Into OTDB (Opportunities To Do Business).
To Maximize Sales And Profit From Parts Departments Within The Group From Parts, Service, Car Sales And Business To Business Parts Selling.
To Achieve And Sustain The Highest Degree Of Customer Satisfaction By Projecting The Professional Image Of Customer Facing Staff.
To Increase Your Own And The Earning Potential Of Your Team.
THE MAIN THEMES THAT WILL BE COVERED ARE:-
The Managers Role As A Trainer - Instructor, Coach And Counsellor
The Benefits Of Coaching Your Own Team For The Team, Individual Team Members, The Manager, The Business And The Customer
How To Develop Staff including Cross-Skilling And Competence Standards
Rewarding The Parts Department For Sales Achievement - Team? Individuals? - Both?
How To Use The Training Process As A Leadership Position Enhancing Tool
How To Coach To Impart And Build High Levels Of Confidence, Knowledge, And Self-Esteem
Establishing A Benchmark Of Competence In Selling Over The Telephone And In-Person.
The Provision Of A Structured Training Reference Resource
The Use Of A Dedicated Parts Dept. Sales Person V The Team To Deal With Business
Handling Incoming Calls
Outgoing Prospecting Calls - Business To Business
Selling A Fitted Parts Service
How To Manage Your Own Coaching Programme
How Often Should You Coach
Manager's Notes On Coaching Skills
Group And Individual Questioning Techniques
Further Coaching Skills
Coaching 1 To 1 & In Groups - Involvement Techniques
Coaching Practice With Example Structured Coaching Training Session Tools
4 Example Training Sessions
Summary Of Coaching Programme
Parts Enquiry Price Only/Order Supply
Parts Opportunity To Do Business Log (OTDB)
Example Parts Department Coaching Feedback Forms
Validation Procedure & Mystery Shopping Programme Examples