In-Store Training Program
The goal of our in-store training program is to help dealerships unlock their full potential while minimizing customer defections, shrinking car park, and reduced profitability.
Dealers who have participated in the program have found that our common-sense training methodology helps personnel across all departments grow closer as a cohesive team.
Many dealerships have noted that selling vehicles is not the issue; rather, maintaining relationships after the sale has traditionally been challenging. This challenge is becoming more evident with the shrinking sales and service car market (car park).
To address this decline, dealers have sought assistance in the following areas:
Key Areas of Improvement:
The goal of our in-store training program is to help dealerships unlock their full potential while minimizing customer defections, shrinking car park, and reduced profitability.
Dealers who have participated in the program have found that our common-sense training methodology helps personnel across all departments grow closer as a cohesive team.
Many dealerships have noted that selling vehicles is not the issue; rather, maintaining relationships after the sale has traditionally been challenging. This challenge is becoming more evident with the shrinking sales and service car market (car park).
To address this decline, dealers have sought assistance in the following areas:
- Vehicle Delivery (New & Pre-Owned): Educating customers on vehicle maintenance and fostering relationships with the dealership.
- Dealership Offerings: Highlighting the value of returning to the dealership for all automotive needs, including vehicle purchases, accessories, regular maintenance, and other services throughout the ownership cycle.
- The Art of Right Selling: Selling the right services at the right time, every time. This approach leverages best practices, individual skills, industry resources, and internal processes to enhance team members’ knowledge of “RIGHT SELLING.” By tweaking dealership processes and adding new selling approaches and tools, dealerships have seen increased customer retention, profitability, and customer satisfaction.
Key Areas of Improvement:
- Timely appointment booking and scheduling practices.
- Best-in-class pricing.
- Customer interaction processes, from reviewing wants and needs during vehicle walk-arounds to industry best practice sales techniques.
- Product knowledge, including features, benefits, and value selling, to bring out the salesperson in everyone.
- Emphasizing the dealership as a one-stop location for vehicle sales and service throughout ownership.
- Understanding the importance of communication.
- Addressing and overcoming objections head-on.
- Convenience of location.
- Manufacturer reputation.
- Dealer reputation.
- Word-of-mouth referrals.
- Types of vehicles sold.
- Family tradition of purchasing from the dealership.
- Convenient hours.
- Community involvement.
- Quality of service received.