16. SALES & NEGOTIATION SKILLS FOR BODYSHOP ESTIMATORS (1 day)
Bodyshop Estimators who have the challenge of getting the best possible profit when negotiating with Insurance Engineers and Selling more profitably to customers.
AIMS OF THE PROGRAMME
To Maximize The Conversion Of All Bodyshop OTDB (Opportunities To Do Business) In All Customer & Engineer/Assessor Situations.
To Safeguard The Opportunities For Repeat Business For Our Bodyshops.
To Maximize Your Sales And Profitability With Both Your Customers And Insurance Company Assessors.
To Improve Your Earning Potential, Confidence And Self-Esteem.
To Understand The Principles Of Selling And Negotiation Skills That Promote The Sale And Profitability Of Repairs And Other Incremental Products To Your Bodyshop Customers.
To Establish A Benchmark Of Knowledge And Competence That You Can Measure Yourself Against.
To Improve Insurance Company CSI Ratings Of Our Bodyshops.
To Handle Distressed Customers Sensitively To Create A 'Win-Win' Situation.
THE MAIN THEMES THAT WILL BE COVERED ARE:-
Background To Sales & Negotiation Skills
What Is The Difference Between Selling And Service?
How Would I Like Others To See Me
The Seven Golden Rules Of Salesmanship
What Will Determine Whether A Customer Will Buy From You
What Do Customers Really Want?
Features & Benefits Of Products And Your Service
Communication & Control
Attitudes & Beliefs
Mechanics Of Communication
Active Listening Skills
Closes To Commit The Customer And Your Engineer
Handling Common Objections
Negotiables To Play With To Clinch The Agreement Or Authorization
Add-On & Sell-Up Opportunities
Incremental Extra Repairs
Air Conditioning Servicing
Forte Air Conditioning Treatment
Descriptions Of Common Defaults & Problems
Selling And Negotiation - The Difference
The Ideal Negotiator
Key Points To Consider In Order To Negotiate
Identifying The Key Skill Requirements Of The Successful Negotiator.
The Difficulties And Barriers To Successful Negotiations And How To Overcome Them.
What Is Negotiable?
The 8 Main Stages Involved In Negotiation
12 Dirty Tricks Negotiators Use
Negotiating Tips - For The "Price Challenge"
Negotiation Behaviours To Adopt To Win
What Do I Gain When I Apply Selling & Negotiation Skills?
Handling Customer Complaints