WHO FOR
For experienced vehicle Sales Executives looking to build on their existing knowledge to become more efficient at selling to customers. For all Sales Executives who wish to increase their sales conversion ratios by understanding customer types and how to handle thembetter. Hence to improve their Closing and Objection Handling Skills.
AIMS OF THE PROGRAMME
• To Provide Participants With The Awareness And Knowledge Of How Different People React To Them Given Both The Personalities Involved.
• To Help Participants Develop A More Flexible Behaviour And Sales Strategy For Dealing With The 4 Different Personality Group's Customers Can Be Classified Into.
• To Ensure Sales Executives Can Learn, Understand The Benefits, And Use An Inventory Of 24 Different Closing Techniques.
• To Give Participants Tactics And Influencing Skills And Behaviours To Tackle And Overcome The Most Common Objections Or Customer Concerns When Buying A Car.
THE MAIN THEMES THAT WILL BE COVERED ARE:-
THE PLATINUM RULE OF SELLING
• The Principles Of "Relationship Selling"
• The 'Platinum Rule' Of Sales (And Not Just 'Golden Rule')
• What Will Determine Whether A Customer Will Buy From You?
• The 'Horns Or Halo' Effect
• Psychological Profiles Of Customers
• ADAE Profiling
• DISC/Thomas Profiles
• Shorthand Descriptions Of The Basic Social Styles
• Typical Personality Traits And How To Win Them Over
• Selling To The 4 Different Personality Types You Come Across
• How Not To Deal With Each Personality Type
CLOSING SKILLS
• Why Close?
• Closing Skills
• Qualifying And Closing
• Closing And Objections - The Relationship
• The Benefits Of Closing
• Closing And Pressure
• Where To Close
• Past Closing Philosophies
• Closing And The Sales Process
• Signs That Tell You A Customer Is Interested In Buying
• 29 Different Closing Techniques To Consider
HANDLING OBJECTIONS - CUSTOMER CONCERNS
• What Is An Objection?
• Preventing Objections Rather Than Curing Them
• The 7 Categories Of Objection
• The 4 Types Of Objection
• The Key Reasons Why Objections Arise
• How Customers Can Mislead You
• To Understand What Effect Objections Have On Our Customer And Us
• The 5 Approaches To Handling Customer Objections
• Common Objections That Arise And Answers To Them When Selling A Car
• Objections And Answers To Them At Each Part Of The Sales Process
• Personal Opinions- Watch Out For Them
• Techniques, Tactics, Arguments We Can Use To Overcome Or Marginalize Objections Or Concerns.