Car Sales Training Program
Live Automotive Sales & Service Training
60-Minute Custom Course:
€498
- 100% Customized At No Extra Cost!
100% Customized & Syllabus Approval
Local, Federal and SOP Compliance
Expert & Experienced Trainer
Group or 1-on-1
Certification & Assessments
What is car sales training?
- Sales Techniques: Competition can be fierce! Learners should walk away with effective selling strategies, including qualifying, active listening, how to engage customers, build rapport, handle objections, close deals and proactive follow-up.
- Customer Service Skills: How to deliver excellent customer service, including communication skills and addressing customer needs and concerns.
- Loyalty & Personal Connection: We can’t act like robots in a service setting. Great training will review techniques to both genuinely and personally connect with your customers to develop loyalty and trust.
- Market Trends: Learners will understand industry trends, and consumer behavior.
- Brand Compliance: The training can review any brand standards and practices that team members must follow.
Key Takeaways
- Why: Dealerships should provide comprehensive training that covers service fundamentals and sales techniques to ensure that team members are well-prepared to enhance customer experiences and drive sales effectively.
- Topics: Popular topics include dealerships basics, reception and service department fundaments, active listening, adaptive service, and overcoming buyer resistance.
- Custom: Custom sales training provides the greatest benefit. At Oculus, we work with you to custom-design our courses to meet both the team members and dealerships’ needs, using up-to-date standards and research.
- Delivery: You can choose to have car sales training program delivered live or through pre-recorded e-learning. We also offer one-on-one coaching and group sessions.
- Cost: Options start at €498.
Table Of Contents
PROCESS
100% Custom!
How do we create car sales training programs?
Assembled for you! We know it’s a sales technique to include something for free, but we are doing it anyway! We will customize your car sales training program free of charge. How about that for feature-selling?
What if we have brand standards to follow?
No problem at all! We welcome your brand standards. We will incorporate any manufacturers’ branding or standard operating procedure requirements. We will build a car sales training program that works perfectly.
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Discovery
Concept
Approval
Design
Our process is proven to work since it is truly customize from start to finish.
Concept
We develop a personalized curriculum and car sales training program tailored to your objectives based on our discussions.
Discovery & Research
We meet with you and your stakeholders to understand your dealership requirements and goals. We also integrate insights on changing guest habits from sources like tripadvisor, yelp, or surveys.
Approval
We present you with a potential syllabus, listen to your feedback, and make any changes.
You always have the final say.
Design
Once you approve, we will create a unique and impactful program.
The process begins again with each training event!
What car sales training topics are available?
Rev up your engines and shift your dealership into high gear! Our car sales training program is not just about accelerating your sales skills but also about driving results that will boost your dealership's performance. Below are some of our most popular car sales training program modules across dealership and vehicle manufacturing clients.
Enhance Service. Enhance Sales.
Course
1-3 hours
Dealership Service Basics
This course emphasizes the crucial role of customer service in the dealership environment. Participants will learn how to greet customers, use a friendly and approachable tone, and communicate in a way that promotes trust.
Learning Outcomes:
- Establish a Positive Mindset & Tone: Learn techniques for maintaining a positive attitude throughout the customer interaction to foster trust and build rapport as customer call or enter the dealership.
- Develop Confident Body Language: Understand the importance of non-verbal communication and how to use body language effectively to convey confidence and professionalism.
- Create Lasting First Impressions: The initial inquiry into your dealership is a critical moment that can make or break a potential sale. Master strategies for making a strong first impression and stand out from the competition.
Course
2-6 hours
Building Rapport
Jumping to get someone to sign on the dotted line may not be the best strategy. It's important to build rapport and add elements of customer care to your interactions. This not only helps you better understand your customers' needs but also makes them feel valued and understood.
Learning Outcomes:
- Effective Communication Skills: Participants will learn active listening techniques and conversational questions to stimulate meaningful dialogue.
- Enhanced Emotional Intelligence: Learn how to identify and adapt to emotional cues during the sales and service process.
- Customer-Centric Mindset: Learn how to personalize service, ensuring that customers feel valued, understood and have a reason to stay loyal!
- Reputation Management: We all know that stereotypical car salespeople are known for being deceptive, unscrupulous, and putting pressure on customers. That’s not you, and we can help you change how people see you! Learn to be a breath of fresh air and learn to manage your reputation through positive customer interactions.
Course
2-4 hours
Adaptive Service
Learn to adapt your sales and service approach to meet individual customer needs, fostering lasting relationships and driving sales success.
Learning Outcomes:
- Active Listening & Qualifying: When someone wants a new vehicle, do you actively listen to their needs, provide clues, and take the time to fully understand their objections? In this car sales training program module, we explore active listening and qualifying customers in depth.
- Adaptive Feature Selling: Is your selling strategy the same for every customer? Learn to qualify customers’ needs first, then adapt the selling approach to best respond to their requirements, ensuring a more personalized and effective sales process.
- Adaptive Follow-Up: Learn the best practices for following up on your inquiries, test drives, and sales and avoid missing out on vital information and opportunities to develop longer-term relationships.
- Virtual, Telephone & In-Person Communication: Should you encourage your sales virtually, over the phone, maybe through a text message, or shift the deal to an in-person meeting? Depending on your customers, one or all of the communication methods may work! Let’s review how to identify communication preferences and at what stage of the sale you should use them.
Course
2-4 hours
Overcoming Buyer Resistance
Buying a new or used vehicle is a big decision. Resistance can pause a sale or even shut it down. Being able to handle resistance from your customers confidently is important.
Learning Outcomes:
- Selling Against The Competition: How to compare our vehicle to the competition in a respectful, positive and objective manner.
- Features: How to positively spin unavailable features or options
- Pricing Resistance: Learn how to overcome pricing, leasing or financing resistance.
- Availability & Wait Times: How to emotionally present waits and create excitement.
Post-Sale & Conflict Resolution
Course
4-8 hours
Dealing with Post-Sale Complaints
Not every sale is going to drive into the sunset and be happy. You will have to deal with complaints from time to time. In this car sales training program module, we will review how to understand issues better, their emotional and practical impact, how to present solutions, ensure satisfaction and strive to WOW.
Learning Outcomes:
- Invite: Learners will learn how to welcome complaints and pivot “negative” interactions into optimistic conversations.
- Active Listening: Participants will learn to understand expectations, the emotional and practical impacts.
- Apology & Empathy: Learners will learn how to apologize, empathize and take accountavility in a way to build trust.
- Solve Problems & Set Expectations. Learners will develop the ability to present tailored solutions to customer issues, ensuring clarity in communication to enhance the customer’s 100% satisfaction.
- WOW Factor Strategies: Participants will explore strategies to go above and beyond in customer service, aiming to create “WOW” moments.
Reception & Service Department
Course
1-2 hours
Reception 101: Customer Care
Your reception and customer care team are customers' first point of contact, and their role is crucial in creating a positive sales experience. Our custom car sales training program module will equip them with dealership management's standards to ensure your location excels in customer service.
Learning Outcomes:
- General Greetings & First Impressions
- The importance of collecting complete customer information.
- Asking & using customer name.
- Impressive™ call transfers.
- Setting appointments, follow-up and responding to basic questions.
- Onsite Visits: How to greet customers and create an inviting atmosphere within the dealership.
- Personal Connection: How to connect with customers and build rapport.
- Plus, much more!
Pricing
What does Automotive Training cost?
- We recommend starting with a live, trainer-led webinar.
- Most cost-effective option to provide targeted support.
- Can be ready within three business days.
- Scheduled with an expert trainer.
- Single session or series of coaching over time.
- Train from anywhere.
- Most flexible option for scheduling your preferred date and time!
Live Automotive Training
60-Minute Custom Course:
€498
Including 10 learners
Package your services together into one contract and save!
What Automotive Training delivery options are available?
Coaching
Live, Trainer-Led. Schedule one-on-one coaching for a struggling team member.
Videos
Recorded. Create custom videos for your team with the help of our experts.
Auto Sales & Service Made Easy!
Rev up your engines and shift your dealership into high gear! If you’re ready to accelerate your sales skills and drive results, our car sales training program is designed for you. Contact us today for more info.
Kevin James Saunders is a senior trainer with 20+ years of experience and has conducted thousands of sessions.
Client around the globe love us!