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