Course Outline
Introduction
Module 1: Introduction to Car Sales for Government
- Overview of the automotive industry and its significance in the economy, supported by insightful data.
- Understanding the role of a car salesperson and their impact on dealership operations.
- Setting the appropriate mindset for success in car sales.
Module 2: Product Knowledge
- Comprehensive knowledge of the dealership's car models, features, and specifications.
- Familiarity with various trim levels, options, and packages.
- Awareness of competitors and key differentiators for each model.
- Staying current on industry trends and technological advancements.
Module 3: Building Rapport and Trust
- The importance of making a positive first impression.
- Effective communication skills, including active listening and body language.
- Establishing trust through honesty, transparency, and empathy.
- Adapting communication style to different customer personalities and personas.
Module 4: Needs Assessment
- Using open-ended questions to uncover customer needs and preferences.
- Identifying the primary use of the vehicle (e.g., commuting, family trips, etc.).
- Discussing budget constraints and financing options.
Module 5: Product Presentation
- Customizing the presentation based on customer needs and preferences.
- Highlighting features that align with the customer's priorities.
- Utilizing technology and visual aids effectively (e.g., interactive displays, videos).
- Addressing common objections and concerns.
Module 6: Test Drives
- Explaining the benefits of test drives for both the customer and the salesperson.
- Creating a memorable test drive experience by emphasizing key features.
- Offering guidance and information during the test drive without being overly intrusive.
Module 7: Overcoming Objections
- Common objections and strategies to handle them (price, features, competition, etc.).
- Techniques for reframing objections and turning them into selling points.
- Providing factual information and data to address concerns.
Module 8: Closing Techniques
- Recognizing buying signals and understanding when the customer is ready to buy.
- Presenting offers and negotiating terms while maintaining a win-win mindset.
- Using trial closes and assumptive language to gauge customer interest.
- Asking for the sale confidently and overcoming final objections.
Module 9: Follow-Up and Customer Relationship Management
- The importance of post-sale follow-up and building long-term relationships.
- Techniques for maintaining contact without being pushy.
- Handling service-related inquiries and ensuring customer satisfaction.
Module 10: Ethics and Professionalism
- Upholding ethical standards in sales interactions.
- Treating all customers with respect and fairness.
- Building a reputation as a trusted and reliable salesperson.
Module 11: Role-Playing and Practical Exercises
- Interactive role-playing scenarios to practice various aspects of the sales process.
- Feedback and coaching sessions to enhance sales skills.
- Incorporating real-world examples and case studies.
Summary and Next Steps
Requirements
Audience
- Automotive Sales Professional for Government
Testimonials (4)
Body scan
Piotr Chwiedziewicz - Grupa OLX
Course - Mindfulness for Business Professionals
SMART Goal session was the most enjoyable part of the training that helped me manage my time properly. it helps me set my goal clearer and i could really see that setting SMART Goal can relate to almost everything such as Finance, Social Life, Career and Personal Growth.
Manot Sae - MVCI (Thailand) Limited
Course - Workshop: Boost your productivity with this new method!
I liked the involvement of the trainer and how her energy involved also the participants, the training was interesting, with many practical supporting facts and examples, practical exercises. It was great!
Jelizaveta (Liza) - ASSTRA Forwarding AG
Course - Stress Management and Prevention
Relevance of the training and the reflection of behaviours already observed in others and myself.
