ASTS Phase One Sales Training Workshop
Built-in to the program are fundamental adult learning techniques and consistent skill building- in individual and group oriented exercises. The format, by design provides ample repetition and practice time for the student to be comfortable in addressing each new skill. Each learner will go on camera and will be assessed to specific standards within a customer-focused sales process. Students are coached in each skill set utilizing proven adult learning coaching models. At every point of development the student is aware of their skill level in relation to the standard. A positive critique format actually helps motivate the learner to achieve and exceed the expectation. To reach the certification level, students will be challenged. This is serious, accountable and effective sales training.
Program Overview
| • | A professional introduction and greeting designed to build rapport and agree on what the customer wants to accomplish. | |
| • | Understand the customers’ needs and circumstances to establish a clear, complete and mutual understanding of customer’s buying objectives. | |
| • | Select a vehicle. From dealership stock, locate or factory order based on the customer’s needs or preferences, recognizing that 81% of the time dealer trades are unnecessary. | |
| • | Vehicle Presentation: Explain features and benefits that exactly coincide with the customer’s expressed needs and motives. | |
| • | Demonstration Drive: Learners understand the importance of applying specific rules and procedures while focusing on gaining meaningful qualitative feedback. | |
| • | Suitability feedback: Students will appreciate the need to measure commitment by asking a specific series of qualifying questions. | |
| • | Service Department Walk : During the trade evaluation a guided tour of the service department helps to reinforce the customer’s confidence in the dealership after the sale. | |
| • | Negotiations: By leading the customer through a series of steps, we advocate specific techniques based on the nature of the concern. | |
| • | Resolving Concerns: Students will learn how to recognize and resolve concerns into four areas. Techniques are based on research and observation conducted by national sales training organizations. Selling is as much a science as an art. | |
| • | We recognize the importance of keeping management informed with the status of each and every customer sales cycle as well as the proper time to refer to sales and F&I. | |
| • | Vehicle Delivery: With the focus on customer satisfaction we will prepare the neophyte to do a thorough job of acclimating the customer to the vehicle’s operation, warranty and dealership service going forward. This is the beginning of an ongoing relationship. | |
| • | Time Management: There is no down time any time. Learners grasp the value and necessity of adhering to daily prospecting/ marketing standards. Reaching certain daily goals will assure the salesperson’s long term success. | |
| • | Prospecting: We examine effective networking and communication techniques. When a prospect next thinks of a salesperson, it will be you. |
To register for this workshop, please CLICK HERE.
Want to Learn More? Call Dave Rust at 317.842.1408 or Click Here to Contact Us.
