Sales Training
Comprehensive sales instruction by dealers who have successfully owned and led progressive equipment sales-driven organizations, dealerships can further develop your wholegoods sales people with the skills necessary to attract, foster and retain lifetime customer relationships.

Through comprehensive sales instruction by dealers who have successfully owned and led progressive equipment sales-driven organizations, dealerships can further develop your wholegoods sales people with the skills necessary to attract, foster and retain lifetime customer relationships.  Whether you have staff that are new to sales or have long-term veterans, finding ways to improve Wholegood sales can only come through improved knowledge and processes centered around the needs of your unique market, product mix and customer base.  Your sales team must understand the delicate balancing act between market share growth and profitability to ensure the long-term health of your dealership.

Dealers must make smarter Wholegood deals than ever before.  Having skillful and creative sales professionals that truly understand what a deal means to the dealership is critical.  Your sales team must be tooled with more than the old-school concepts our industry has used for years.  Your sales team is the face of your business and furthering their knowledge of how to successfully manage key accounts, understand territory development, the business acumen of understanding how to make smarter trades at higher margins and handling the objections of the current customer bring a high sense of urgency for today’s successful dealership.  Dealers can’t afford to do business as they always have in this new economy.

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Description

Through comprehensive sales instruction by dealers who have successfully owned and led progressive equipment sales-driven organizations, dealerships can further develop your wholegoods sales people with the skills necessary to attract, foster and retain lifetime customer relationships.  Whether you have staff that are new to sales or have long-term veterans, finding ways to improve Wholegood sales can only come through improved knowledge and processes centered around the needs of your unique market, product mix and customer base.  Your sales team must understand the delicate balancing act between market share growth and profitability to ensure the long-term health of your dealership.

Dealers must make smarter Wholegood deals than ever before.  Having skillful and creative sales professionals that truly understand what a deal means to the dealership is critical.  Your sales team must be tooled with more than the old-school concepts our industry has used for years.  Your sales team is the face of your business and furthering their knowledge of how to successfully manage key accounts, understand territory development, the business acumen of understanding how to make smarter trades at higher margins and handling the objections of the current customer bring a high sense of urgency for today’s successful dealership.  Dealers can’t afford to do business as they always have in this new economy.

Details

MODULE 1:

Sales 101

- 0000-00-00 00:00:00 0000-00-00 00:00:00 America/Chicago Sales 101 Location Dealer Institute info@dealerinstitute.org Creating Market Leadership Through Wholegoods Sale People
  • Roles and Responsibilities of a Salesperson
  • 10 Core Values in Working a Customer List or Territory
  • Top Sales Person Characteristics
  • Top Performer Objectives
  • 4 Behavioral Types
  • Steps to the Sale
  • Understanding Customer
  • Expectations

MODULE 2:

Sales 201

- 0000-00-00 00:00:00 0000-00-00 00:00:00 America/Chicago Sales 201 Location Dealer Institute Increase Margins/Sales Through Key Account Management
  • The Role of Sales Rep vs. Sales
  • Consultant or Trusted Advisor
  • Understanding Key Account Management
  • Techniques of Discovery Questioning
  • Developing and Delivering the Sales Message/Presentation
  • Overcoming and USING Objections to Close the Deal
  • Understanding Key Closing Strategies
  • Understanding and ensuring customer Satisfaction

MODULE 3:

Sales 301

- 0000-00-00 00:00:00 0000-00-00 00:00:00 America/Chicago Sales 301 Location Dealer Institute Utilizing Key Performance Metrics to Quantify Success in Sales
  • Understanding Key Performance Indicators from the Sales Role
  • Market Presence versus Market Share KPI: Goals, Objectives, Action and Negative Cash Flow
  • Turns versus Gross Margin
  • Appraisals, Valuations, Marketing/Band Aid

FAQs

What is the Dealer Management course?
The Dealer Management course is a holistic training initiative designed to develop dealership executives and managers in to well-rounded organizational leaders.

Who should attend a Dealer Management course?
Recommended attendees are Dealer Principals, Executive Management, Branch Managers, Controllers, HR Managers, Sales Managers, Service Managers, Parts Managers, Aftermarket Managers, additional personnel being groomed for key leadership positions.

How long is the Dealer Management Course?
The Dealer Management course is six, two day modules. It will follow the same daily format of our other courses. Day one from 8 a.m. to 5 p.m. and day two from 8 a.m. to 12 p.m. Each module is held approximately 60 days apart.

What is the expected Result of the Dealer Management course?
The expected result of the Dealer Management course is to develop leaders who manage the organization holistically, improving dealership efficiency, profitability, and organizational proficiency. This is done by resolving interdepartmental conflict and creating a culture that promotes dealership continuity.

What will dealers use to track the progression of their participants through the course?
We developed an accountability tool called PIP or Personal Improvement Plan, which will be used throughout each module of every course to ensure consistency for participants and their supervisors. The PIP is a living document which grows with each participant as they move through the course, creating a clearer path to success.

What is the price?
Dealer Management consists of six, two day modules. The investment for a public offering of this course is US$5,200.00 (Kansas City, MO Course) and CAD$6,250.00 (Regina, SK Course) per participant. This includes all twelve days training, materials, personal improvement plan, lunch and refreshments throughout each module.