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Course Outline
Introduction
Module 1: Introduction to Car Sales
- Overview of the automotive industry and its importance in the economy with insight data.
- Understanding the role of a car salesperson and their impact on the dealership.
- Setting the right mindset for success in car sales.
Module 2: Product Knowledge
- In-depth knowledge of the dealership's car models, features, and specifications.
- Understanding various trim levels, options, and packages.
- Knowing the competition and key differentiators for each model.
- Staying updated on industry trends and technological advancements.
Module 3: Building Rapport and Trust
- The importance of creating a positive first impression.
- Effective communication skills, including active listening and body language.
- Establishing trust through honesty, transparency, and empathy.
- Tailoring communication style to different customer personalities and customer persona
Module 4: Needs Assessment
- Asking open-ended questions to uncover customer needs and preferences.
- Identifying the customer's primary use for the vehicle (e.g., commuting, family trips, etc.).
- Discussing budget constraints and financing options.
Module 5: Product Presentation
- Customizing the presentation based on customer needs and preferences.
- Highlighting features that align with the customer's priorities.
- Using technology and visual aids effectively (e.g., interactive displays, videos).
- Addressing common objections and concerns.
Module 6: Test Drives
- Explaining the benefits of test drives for both the customer and the salesperson.
- Creating a memorable test drive experience by emphasizing key features.
- Offering guidance and information during the test drive without being overly intrusive.
Module 7: Overcoming Objections
- Common objections and how to handle them (price, features, competition, etc.).
- Techniques for reframing objections and turning them into selling points.
- Providing factual information and data to address concerns.
Module 8: Closing Techniques
- Recognizing buying signals and understanding when the customer is ready to buy.
- Presenting offers and negotiating terms while maintaining a win-win mindset.
- Trial closes and assumptive language to gauge customer interest.
- Asking for the sale confidently and overcoming final objections.
Module 9: Follow-Up and Customer Relationship Management
- The importance of post-sale follow-up and building long-term relationships.
- Techniques for maintaining contact without being pushy.
- Handling service-related inquiries and maintaining customer satisfaction.
Module 10: Ethics and Professionalism
- Upholding ethical standards in sales interactions.
- Treating all customers with respect and fairness.
- Building a reputation as a trusted and reliable salesperson.
Module 11: Role-Playing and Practical Exercises
- Interactive role-playing scenarios to practice various aspects of the sales process.
- Feedback and coaching sessions to improve sales skills.
- Incorporating real-world examples and case studies.
Summary and Next Steps
Requirements
Audience
- Automotive Sales Consultant
7 Hours
Testimonials (5)
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Justyna - e-file
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It was a useful experience from both a professional and personal point of view. The trainer was very knowledgeable and gave us important information to use in the workplace, but also in private life. I was able to reflect on my own character traits and those of the people around me and through them, benefit or improve myself. The stress management exercises were simple and helpful to apply.
Sara Sertori - ASSTRA Forwarding AG
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Would like to thank Trainer Abhi for this fruitful training. Appreciate him trying to get to know all the attendees so he can better cater the training to our needs. Love how there was a balance of theory and activities that keep us engaged. And how contents were straight to the point and concise.
Rainey Clarecia - Talentvis
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Due to the activities from each content, I understood their main ideas/ concepts very well within a short time. I would like to say that the activity reflects on not only our current situation but also how to advance the skill & knowledge effectively and efficiently.
Ei Ei - Ooredoo Myanmar
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discussing topics using specific examples related to our company
Agnieszka - Ejmedical sp. z o. o.
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