For experienced vehicle Sales Executives looking to build on their existing knowledge to become more efficient at selling to customers. For all Sales Executives who wish to increase their sales conversion ratios by understanding customer types and how to handle thembetter. Hence to improve their Closing and Objection Handling Skills.
AIMS OF THE PROGRAMME
To Provide Participants With The Awareness And Knowledge Of How Different People React To Them Given Both The Personalities Involved.
To Help Participants Develop A More Flexible Behaviour And Sales Strategy For Dealing With The 4 Different Personality Group's Customers Can Be Classified Into.
To Ensure Sales Executives Can Learn, Understand The Benefits, And Use An Inventory Of 24 Different Closing Techniques.
To Give Participants Tactics And Influencing Skills And Behaviours To Tackle And Overcome The Most Common Objections Or Customer Concerns When Buying A Car.
THE MAIN THEMES THAT WILL BE COVERED ARE:-
THE PLATINUM RULE OF SELLING
The Principles Of "Relationship Selling"
The 'Platinum Rule' Of Sales (And Not Just 'Golden Rule')
What Will Determine Whether A Customer Will Buy From You?
The 'Horns Or Halo' Effect
Psychological Profiles Of Customers
Shorthand Descriptions Of The Basic Social Styles
Typical Personality Traits And How To Win Them Over
Selling To The 4 Different Personality Types You Come Across
How Not To Deal With Each Personality Type
Qualifying And Closing
Closing And Objections - The Relationship
The Benefits Of Closing
Closing And Pressure
Where To Close
Past Closing Philosophies
Closing And The Sales Process
Signs That Tell You A Customer Is Interested In Buying
29 Different Closing Techniques To Consider
HANDLING OBJECTIONS - CUSTOMER CONCERNS
What Is An Objection?
Preventing Objections Rather Than Curing Them
The 7 Categories Of Objection
The 4 Types Of Objection
The Key Reasons Why Objections Arise
How Customers Can Mislead You
To Understand What Effect Objections Have On Our Customer And Us
The 5 Approaches To Handling Customer Objections
Common Objections That Arise And Answers To Them When Selling A Car
Objections And Answers To Them At Each Part Of The Sales Process
Personal Opinions- Watch Out For Them
Techniques, Tactics, Arguments We Can Use To Overcome Or Marginalize Objections Or Concerns.