Every sales department in every dealership has a revolving door, some turn faster than others. The way to slow it down is to provide proven sales skills such that when applied, a sales consultant will be capable of building customer relationships, value in the vehicle and a healthy book of business and a descent income with ease.
The following list covers a wide variety of training courses that can be offered and customized to your specifics needs. Please click on the courses below to review the course highlights.
- Creating instant rapport
- Understanding the customers’ buying motivation
- Learning the way the customer wants to buy
- Deliver an NLP based vehicle presentation
- Customers buy benefits
- When there’s nothing left but a signature
- Communication basics
- Building rapport
- Verbal & non-verbal communication
- Effective listening
- Developing your communication outcome
- Preparing for the incoming/outgoing call: Emotionally, Physically & Organizationally
- Understanding and practicing phone etiquette
- Building rapport through: Tone and Pace
- Gaining commitment on the phone
- Controlling the conversation
- Meeting resistance with skill
- Define the singular purpose in receiving a message
- Understand the need to reply to e-mails, timely & professionally
- Establish an e-mail response strategy
- Use existing dealership software to answer customer queries
- Develop message templates for acknowledging incoming e-mails
- Develop message-writing skills as the foundation for the most common customer queries based on defined personalities
- Understanding how to turn an e-mail request on price/service/parts or information into an opportunity for a dealership visit
- Lead customers through the sales process towards an impactful SUVPS walk-around vehicle presentation
- Identify a customer’s SUVPS buyer motivations
- Conduct a tailored walk-around presentation to match a customer’s buying motivations
- Present features in an FFB – feature, function, benefit – format
- Transition out of a vehicle presentation walk-around into a well-thought-out demo drive and from the demo drive to the point of sale
- Learn word tracks that support six effective closing statements
- Remain in negotiations longer before requesting management support
- Respond effectively to customer objections
- Close more sales at higher grosses
- Traps that diminish your ability to renew at the initial lease
- Self assess how the entire customer relationship is currently (mis)managed
- Assessing, training and assigning appropriate, qualified personnel
- Develop a system for managing the process that is suited to the needs and circumstances of your dealership
- How to ensure intelligent continuous communication with your clients
- How to monitor, measure and improve individual performance
- Successful strategies for reducing: Brand Migration and Buy-outs
- Serving others is the only priority
- When you have a bad day
- How to establish and maintain consistency
- Opportunities to connect sales, service & parts
- When we drop the ball
- How to effectively Network
- Cost effective marketing techniques
- Retail Renewal Strategies
- Pay plans that support business growth and improve employee retention
When it comes to selling your vehicle line, Sales Associates need to be armed with not only the inherent features and specifications of your brand but also your direct competition. In conjunction with this competitive knowledge are the skills required, or that need to be developed, in positioning your product in a superior light. Genesis Consultants are skilled in Competitive Product Presentations and have worked in dealerships and facilitated ‘Selling against the Competition’ workshops.
In this context ‘Administrative Staff’ is meant to include all non-technical staff. We have been successful in developing and delivering in-depth product workshops that cover essential feature/benefit presentation capabilities covering not only what it is but how it works and what it does! This is an exceptional knowledge enhancement for Advisors, Warranty Administrators and Sales Associates.
