9. BUSINESS TO BUSINESS VEHICLE SELLING WORKSHOP (1day)
WHO FOR
For Fleet, Van & Corporate Sales Executives wis hing to develop and confirm their mode of working and who need to more efficiently identify the most effective way of building their business to create more sales.
AIMS OF THE PROGRAMME
• To Ensure The Role Of The Business To Business Sales Executive Is Fully Understood
• To Help Business To Business Sales People Work More Efficiently At Building Their Business
• To Give Business To Business Sales Executives The Confidence To Present Their Company Offering In The Best Possible Light
• To Cross- Fertilise Best Practice
• To Ensure Key Funding, Sales and Business To Business Opportunities Are Explored And Available As Sales Levers
THE MAIN THEMES THAT WILL BE COVERED ARE:-
• The Job Description And Role Of The Business To Business Sales Executive
• The Essential Qualities Of A Business To Business Specialist
• The Importance Of Product Knowledge Of Your Products And Their Competition
• The Challenges Of The Business To Business Sector
• How Business To Business Selling Is Different From Normal Retail Car Selling
• Personal Goals And Targets
• What Is Your Business To Business Market Share And Most Popular Marques/Specifications?
• Manufacturers And Business To Business Selling e.g. Volume Bonuses
• The Problems In Generating Business To Business Sales & How To Overcome Them
• Building A Business Within A Business
• Long Term & Short Term Strategies
• Where To Get Business From?
• Selling To Company Car Drivers
• Presentation Techniques For Business To Business Sales People
• Marketing Options For Business To Business And Their Advantage & Disadvantage
• Prospecting Business To Business Sales - Sample Prospecting Scripts
• Motivations And Buying Decisions Of Buyers
• Organising Your Time And Your Contacts
• Buyer Information To Get Via Qualification
• Arranging Demonstrations
• The Use Of PowerPoint, Brochures, Flyers
• Funding Options For The Company Car Buyer & Their Advantages And Disadvantages
• Outright Purchase, Contract Purchase, Contract Hire, Finance Lease, PCP & HP Options Converting Company Car Buyers Out Of Company Car Schemes
• Tax Liability For Company Cars - Co2 Emissions Etc
• Building A Proposal - Content & Structure
• Common Objections And Potential Solutions
• Servicing And Maintaining Key Accounts
• The Law Of Reciprocity
• Negotiation Principles For Key Account Managers