SELLING CARS IN THE ONLINE WORLD

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 3 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 ‘Selling cars in the online world’
Training Duration Style Delegates Key content
Pre-programme N/A Email Sales Executives

Personal Learning Objectives
Electronic Workbook

‘Selling cars in the online world’
LIVE Sessions

3 x 2 hour – Course Online Meeting Room

Sales Executives
(maximum 10)

Sessions are in clusters
Delegates attend all sessions

Sales Fitness Programme 40 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

Selling Cars in the online world

Who should attend? This programme helps the experienced salesperson adapt to what the customer wants! There are lots of great salespeople who are exceptionally good at dealing with a customer when they have them face to face, however would have shied away from dealing with internet enquire in the past? All salespeople now need the skills and knowledge to deal with the online customer effectively.

The traditional sales process started with customers walking into a dealership and enquiring about a car. This was already changing, as more and more customer started their buying journey either online or via the phone. Since the Covid-19 pandemic, online and phone is the way the vast majority of customers are now starting their car buying journey. The key stages that are be covered are:

Attitude
Understanding the research, the customer does online
Using email responses to engage the customer
Dealing with the 7 initial enquiries
The importance of being different to the other dealers’ responses
The importance of using video in the modern sale process
Responses to “what’s your best price” on email and phone
Responses to “I just want to know what my car is worth” on email and phone
How to deal with the comparison shopper
Using the telephone to make firm appointments
Using the telephone to generate appointment from the service department
Turning the customer’s first contact into appointments the turn up and buy.
Negotiate and close the deal without the customer visiting the showroom
Overcoming objections

Delegates will know how to deal with the online enquiry and enable the salesperson to build the trust and rapport needed to sell a car. As well as being shown how raise the desire in the product remotely and to gain commitment.