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