Automotive

This 12 module program is our road to a sale program which has been tailored specifically for the Australian automotive market, based on established principles in consumer behaviour, best practice and the behavioural sciences. Attendees get real, practical techniques and tools from behavioural science to maximise their outcomes in car sales, car care and F&I.

Sessions include:

• DISC Behavioural Profiling
• Body language and rapport building
• Objection handling
• Closing and negotiation
• Productivity and goal setting
• Taking control of the sale
• Creating urgency
• Virtual selling
• Prospecting and appointment setting
• Following up
• Effective questioning
• Words: Language that sells

Content Inclusions

• An introduction to dealerland: Roles in the business
• What is selling
• Mindset and self awareness
• Creating an outstanding customer experience
• Personal branding
• Prospecting and appointment setting
• The meet and greet
• Working with early resistance
• Rapport building
• Qualifying
• Presenting
• Using body language
• The principles of persuasive language
• The 6 position sell
• Test drive
• Closing and double closing
• Objection handling
• Negotiation
• Urgency Creation
• Following up
• Delivery
• Post-delivery
• How to increase finance and aftermarket penetration
• Understanding and accommodating
• Different buyer profiles
• Using phone, email and text effectively
• Building a long term pipeline with referrals and returning customers
• Habits and the daily routine
• Role plays and practical application

Outcomes:

• A step-by-step road to a sale to fully equip your trainees and get you immediate results
• 5 days, delivered in increments that work for you
• Specifically designed for the Australian automotive market
• Based on established processes and behavioural science
• Each trainee leaves with their comprehensive training book for consistent review
• On completion, trainees build a detailed implementation plan for ongoing development

With changes to the market, dealerships need to maximise the profit centres they have. That means paying attention to your aftermarket team – where a little growth can make a big difference.

The aftermarket training programs are specifically designed for car care specialists in Australia. They include scripts and word tracks, practical role-play activities and tailored sales modules for car care, including specialist modules like Used Cars and Phone Selling.