Compass Vision

'SELL TO PROFIT' - SALES - THE SALES PROCESS

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2. 'SELL TO PROFIT' - SALES - THE SALES PROCESS (1 day)

WHO FOR?

For vehicle Sales Executives looking to re-structure and re-energise their approach to selling.

Also new sales executives who need guidance and a sales process how to sell cars.

AIMS OF THE PROGRAMME

•  Increase Their Understanding Of Why A Sales Process Is Necessary To Maximise Their Sales OTDB.

•  To Give A More Robust, Professional And Disciplined Sales Process For Sales Executives To Follow While Still Allowing For Individual Personality And Creativity To Shine Through.

•  To Ensure Wants And Needs Of Customers' Are Identified And Explored To Mutual Benefit.

•  To Equip Sales Executives With The Awareness, Knowledge And Skills Necessary To Convert Many More 'Maybe' Customers Into 'Will Buy' Customers. To Maximise OTDB.

•  To Learn Best Practice Sales Process Techniques Which Are An Amalgam Of Best Practice.

•  To Ensure Basic Profitability Areas Are Understood And Efficiently Aimed For.

•  To Establish A Set Of Self Check Actions To Ensure Sales Performance Is Optimally Achieved And Maintained.

•  To Help Participants Effectively Self-Drive And Target Themselves On Sales Objectives.

•  To Maximise Customer Satisfaction And Therefore Manufacturer And Dealership CSI And Mystery Shopping Results.

•  To Help Sales Executives Understand The Importance Of Customer Needs Form, Customer Vehicle Quotation Form, Duty Of Care Form, Showroom Logs And Sales Process Checklists.

•  To Develop The Sales Skills Abilities And Confidence Levels Of Users.

THE MAIN THEMES THAT WILL BE COVERED ARE:-

•  The Role Of A Sales Executive

•  The Qualities Of An Effective Sales Person

•  The 7 Rules Of Selling

•  What A Sales Executive Is Expected To Achieve-Sales Goals?

•  What Conversion Ratio Should You Be Aiming For?

•  The Definition Of Selling

•  What Is A Sales Process?

•  The Customer Buying Rationale

•  Why A Sales Process?

•  Why Prospects Don't Buy?

•  The Value V Cost Equation And What It Means To You?

•  Relationship Selling & The Sales Process

•  The Trust V Relationship Graph

THE 'SEAMLESS' SALES PROCESS

•  Incoming Telephone Enquiries - Selling The Appointment To Visit

•  1 st Showroom Visit - Establishing The Face To Face Business Relationship To Allow Qualification

•  Qualifying The Customer - To Uncover Customer Motives And Buying Parameters, Including Finance

•  Part Exchange Appraisal & Manager Briefing

•  Static Product Presentation - Features And Benefits To Create & Test Desire

•  Mobile Demonstration - To Build Desire And Trigger The "I Want It" Buying Reaction

•  Accessory And 'Add Ons' - Timing

•  Deal Presentation -Building Value In The Deal To Influence The Customer To Say Yes

•  Overcoming Objections, Negotiating & Closing -The Deal While Retaining Maximum Profit

•  Closing, Reaching Agreement & Deal Finalisation - To Close The Deal Using Maximum Influence

•  Vehicle Order, Administration & Preparation - To Ensure The Car, Its Payment And Its Preparation For Handover Are Processed Efficiently

•  Celebrating Delivery - To Help The Customer Luxuriate In The Excitement Of Taking Possession Of Their New Car

•  Customer Satisfaction Tracking and Mystery Shopping

SALES IMPROVEMENT TOOLS DISCUSSED

•  CRM Customer Relationship Management tools e.g. Kerridge CRM, E Good Manners etc

•  PC Based Deal Building Tools such as Kerridge Showrooms

•  PC "Flash" Presentations for F & I & Accessories e.g. GAP, CPI and Supagard

•  13 Sales Track Sales Process & Procedures Charts.

•  Customer Needs Form

•  Customer Vehicle Quotation Form

•  FSA Duty of Care Form and IDD's

•  Customer Delivery & Satisfaction Recording

•  Mystery Shopping Results & Scoring


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