Automotive sales

Course Objective

Automotive Sales focuses on a Sales Model wrapped around your selling process to develop professional selling skills. Special emphasis is placed on proper techniques using effective questioning techniques to place customers in the right vehicle, build value and close the sale. This program uses extensive role-play activities to reinforce the learning process.

Duration

2 Days*


Cost

Facilitator led (See Pricing Page)
Facilitator led virtual: $398 / day

Target Audience

Sales Associates with minimum 6 months of automotive experience

Duration

2 Days*

Cost

Facilitator led (See Pricing Page)
Facilitator led virtual: $398 / day

Target Audience

Sales Associates with minimum 6 months of automotive experience

Topics Covered

Professional Selling Techniques

  • Understanding the Sales Model
  • Understanding Today‚Äôs Customer
  • Psychology of Selling

Sales Model

  • Meet and Greet
  • Right Vehicle
  • Motivation
  • Building Value
  • Trial Close
  • Close

Effective Questioning Techniques

  • Broad Questions
  • Specific Questions
  • Narrow Questions

Overcoming Objections

  • Differences Between Questions, Statements and Objections
  • Types of Objections
  • Three Steps to Overcoming Objections

4-Day Additional Topics

  • Automotive Terminology
  • Elements of Leasing
  • Basic Networking
  • Used / CPO Customers
* A 4-day version of this course is also available. The 4-day version is designed for dealership Salespeople with less than six months of automotive experience.
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