ROAD TO A SALE

Programme Structure

While the technology can change in an instant, human nature does not. This programme has been designed to gain optimum retention from your investment in the training. Simply moving online is no guarantee of retention or indeed change in habits. Our programmes follow a proven structure to ensure you get the results you require. All programmes have a maximum of 10 delegates per group.

Pre-programme

•  Identify Personal learning objectives
•  Preparation of printed training material

Symco Live Training

Live 6 x 2 hour consecutive online training sessions with a Symco sales trainer. These are focussed training sessions requiring delegate interaction and participation. It is essential that all delegates attend all sessions.

Sales Fitness

The trouble with any classroom training is the delegates can quickly forget what has been taught. We have found if you simply take a traditional training course online, the delegated retention is dramatically reduced. The micro learning sessions of the SalesFitness programme assists in overcoming this issue, click Sales Fitness for full benefits.

Post Programme

•  Post programme assessment
•  Certificated by IMI (Institute of Motor Industry)
•  Copy of Words that Sell Cars Book

Summary

The world has changed rapidly. How much is it going to cost you if your Team are not prepared for a new approach to sales?

Training Schedule ‘Road to a Sale’
Training Duration Style Delegates Key content
Pre-programme N/A Email Sales Executives

Personal Learning Objectives
Electronic Workbook

Road to a Sale’
LIVE Sessions

6 x 2 hour – Course Online Meeting Room

Sales Executives
(maximum 10)

Sessions are in clusters
Delegates attend all sessions

Sales Fitness Programme 90 days Online Sales Executives

Enrolled post final Live event
IMI Personal Dev Certificate

Post course N/A Email Sales Executives

Post course assessment
Words that Sell Cars Book

Road to a Sale (in the digital world)

Who should attend? This course is ideal for delegates new to the dealership and experienced sales executives requiring their understanding of the sales process to be brought into today’s research-based buying world.

Over the 6 LIVE session delegates will be taken through key stages in the sales process, whilst demonstrating how modern-day purchasing habits influence each element of the process. The key stages that are be covered are:

Sales approach
Attitude
Meet & Greet
Gap selling (not GAP insurance)
Qualification
People skills
Quality appraisals
Feature, advantage, benefit
Plan the perfect Demonstration
Deal presentation
Negotiation
Objection handling

A process of life
Income goals
Overcoming initial objections
Customer & Sales Executive emotions
Using the P/Ex as a Qualification tool
Behavioural styles
Presentation
Right product, right customer & right time
Mental ownership on return
Trial close
Closing

This fast paced, intriguing and enthusiastically presented course takes a refreshing view and demonstrates the importance of selling the car before trying to sell the deal in order to sell cars profitably.

At the end of the sessions the delegates will have a detailed understanding of the key components to the sales process. They will understand how implementing this learning will lead to increased sales, profitability and how this is directly linked to their own reward.