Sales Department Workshop levels 1 and 2 (37.5 hours)
- Welcome the customer
- Understanding their needs
- Feature, Function, Benefit, Presentations
- Demonstrations with both present and online customers
- Fixed Operations interactions (building value)
- Confirming we have the right vehicle
- Coming to an agreement of terms
- Professional turn overs to the Business Manager
- A professional delivery process
Content - Best Practices
- Touch points, digital, and face to face
- Using the digital tools for demonstration and validation
- Understanding the buying and selling process
- Towing and trailering what you need to know
- Ethics in selling (including examples)
- Licencing requirements (VSA)
Follow up In-Store Training Days
Sales Department
- Review progress reports with the GM and Sales Manager
- Train one on one into the gaps
- Advancing through the buying and selling cycle
- Live customer interactions (Trainer is VSA Certified)
- Building value
- The rhythm of the room
- Presenting figures clearly and concisely
- Advanced phone skills both inbound and outbound calls
- Customer psychology
- Using the online tools for appraisals
- Utilizing online tools for product demonstration
- Ordering and locating on-line
- Integrating with the CRM and DMS (PBS)
- Role or real play
- Return to the manuals for reviews and reinforcements (Classroom time)
Course Objectives
- Discovering the greatest opportunities for growth:
- Enhanced training in self direction
- Responsibly monitoring activities and priorities
- Developing advanced selling skills
- Regulate inventory management
- Managing customer expectations
These skills will lead to an increase in competency, advancement, job prospects and employability for the trainees.
Evaluation and grading processes
All Trainees are recommended to the next level based on :
- A written progress report from the Trainer after every visit. Reviewed in person with the General Manager.
- Hours completed (22 minimum to attain the next levels of competency)
- Instructor evaluated competency, based on in-store observation (Live training) and a practical test that is generally 1-2 Hours depending complexity of the scenario provided.