Have you observed your sales team's techniques lately? They could be missing some very important details in their sales approach and you don't even know it. As the owner or manager of an automotive dealership it is your job to make sure your sales team stays up to date, to be performing up to expectations. So are they?
Maybe you have already noticed some of your sales staff under-performing or perhaps the team is just not strong enough and you need to bring in some new blood. Making sure your team stays fresh and up to date is essential if you’re going to keep your dealership profitable.Our training programs through Dealership Development represent multiple techniques for all sides of your dealership.
Learning Consultative Selling
Consultative selling is a technique using dialogue with a customer to scope out their pain points to find solutions best suited for the individual. This training program is good for new hires, as well as any salesperson burned out from old techniques.
We allow a learner to assume the role by practicing or simulating real world conditions. The objective is to learn, improve upon and develop specific skills and competencies. In the case of selling cars, you’ll hone in on what clients can realistically afford while still providing features they want.
This course will also cover phone and online sales, plus, negotiation, closing techniques, and professional follow-ups.
Training Seasoned Sales Staff
Your older sales team might initially balk at new training, but the techniques they'll learn can become invaluable. Developing new approaches to all tiers of selling can freshen anyone's perspective. We are always developing new ways to retain customers, including advanced negotiation tactics they've never used.
Training Your Sales Manager
No doubt your sales manager thinks they know everything about sales, but if they haven't trained in a while, they might fall behind on the latest sales techniques guaranteed to work.
A quality training course gives tips on how to stay compliant, deal with managing leads, tracking leads, accountability, motivation in their coaching, and effective prospecting. Learning what the latest trends are makes them more effective leaders who pass on the knowledge to others in their sales team.
Training Your F&I Department
Your finance and insurance department may operate under its own accord lately, and that isn't necessarily a good thing. They're perhaps using outdated sales tactics to sell critical F&I products to new clients.
Taking time to do a training course gives them new insights on using consultative selling, value selling, and learning how to handle new client objections. Equally important is understanding the psychology behind menu selling, role playing, and staying compliant, They'll learn about red flags indicating when a client isn't interested and how to turn this around.
Contact us at Dealership Development, Inc. to use our in-store or offsite sales training techniques designed for ambitious dealership sales staff.