Prospecting for the Motor Industry
Prospecting for Motor Sales People
Course Objective
To provide practical, effective and profitable training in customer prospecting techniques, increasing showroom traffic and delivering additional revenue opportunities to dealership staff.
Course Contents
Prospecting theory
Sales funnel
Daily activity programmes
Customer motivation
Creating the prospecting call
Closing the appointment
Call practice
Live prospecting calls
This intensive one day training course is designed to increase the skill of all sales people in the art of prospecting. During the day, the delegate will look at the motivation of customers, how these motivations drive their buying patterns and how we can make most use of these emotional decisions.
The programme teaches the most productive and effective methods of appointment making, gathered from over 30 years experience in sales, most of which was developed in the motor industry.
It also teaches the discipline of daily activity to achieve the required results as well as the skills and techniques to make that activity work on a practical level.
The day concludes with live calling to the dealerships’ existing database and other current prospects providing the trainers with valuable coaching time and the delegates with the opportunity to implement their new techniques and hone their skills.
The programme is run from 2pm to 9pm as a prospecting event with energy, motivation, token prizes and in an atmosphere of positive team spirit.
The programme will not only provide long term skill impacts but has been proven to deliver convertible prospects, appointed to attend the dealership thus creating an immediate return on investment.
Maximum 10 delegates
Dealer must provide the venue and data lists.