Automotive Selling Skills

Course Schedule

Automotive Selling Skills

Almost all established sales organizations will have their salespeople follow certain steps to increase the likelihood of a sale. Many companies have these steps in place to provide an outline for their sales staff. However, almost every car dealer will employ the following seven step sale process. These steps have been proven effective for decades, and at most dealers, they are enforced as the law of the land.

The seven steps are used not only to keep the customer on track, but are performed in a certain order to produce a “same day” sales opportunity. As a customer, it is important to recognize these steps and it is necessary to know when to stop the process. Knowing what is going to happen next is a key element of this guidebook. If a customer understands these steps, he will reach a successful outcome more efficiently. Of course, because every dealer is different, these seven steps are performed with varying degrees of intensity. Nevertheless, they exist in almost every car dealership. Rather than trying to avoid these steps, this course is designed to allow the salesman to go through them, albeit not on the first visit to the dealership.

  1. Increased sales.
  2. Increased engagement with customers leading to more repeat sales.
  3. Greater trust in your products and brand.
  4. Greater job satisfaction for your staff.
  5. Understanding different customers coming from different backgrounds

The Car Salesman Strategy

  • How to make an offer on a car
  • How car dealers make their profit
  • The four types of Car Salesmen
  • The Car Dealer’s “Pencil”
  • The Cardone Method

The Seven Steps to Sale

  • Step one: Meet and Greet
  • Step two: Qualify
  • Step Three: The Walk-around
  • Step Four: The Test Drive
  • Step Five: The Wrote up
  • Step Six: The Close
  • Step Seven: The Delivery

Searching the Car Price

  • Find the Value for you Trade-In
  • Car Sales on-Line Leads

The Car Salesman’s Secret Weapon – The Write-up

  • The car sales write-up – Step One: Price
  • The car sales write-up – Step Two: Trade-In
  • The car sales write-up – Step Three: Down Payment
  • The car sales write-up – Step Four: Monthly Payments

The Salesman Secrets

  • The KISS Strategy
  • The Salesman Control
  • The commitment
  • The price negotiation

Making every customer feel SPECIAL

  • The main types of IT and technical service offered – where do you rate?
  • The difference that makes a difference – examples of good and bad service situations
  • The seven qualities that make customers feel SPECIAL
    • Speed and time
    • Personal / personalize
    • Expectations – manage and exceed
    • Competence / courtesy
    • Information
    • Attitude
    • Long-term relationship and follow-through
  • Applying the SPECIAL qualities to your job

Dealing with different consumers (nationality, culture, education,…….)

  • What is culture?
  • How to identify cultural differences in customer
  • Dealing with Difficult Customers.
  • Techniques for Handling People.
  • Complaints and Problem-Solving.
  • Stress Management and Assertive Action

Feedback

Service recovery

  • Turning disappointment into delight
  • Identifying the nature of customer complaints
  • Responding to customer complaints
  • Introducing colleagues to resolve customer service issue
  • Group discussion, presentation, exercise with group review

Complaint handling practice

  • Practice brief
  • Practice sessions
  • Complaint handling practice sessions with feedback, group review




Sub Code MS002
Start Date Sun,Nov,28,2021
End Date Thu,Dec,2,2021
Duration 5 Days
Fee(US$) 3750
Location Dubai
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