Motor Trade Sales, car sales training

Fleet/B2B Vehicle Sales

Fleet/B2B Sales Training

Our research and experience has brought us to conclude that the customer responds best to individuals who are

helpful and friendly and have a professional consultative approach to selling motor vehicles. 

Our Fleet/B2B courses will provide the framework for your sales executives to work within and succeed. 

Delegates will return to the dealership environment with a working knowledge of how to maximise every opportunity

and have the confidence to believe that they 'can' sell a car to everyone business opportunity they encounter. 

Listed here are all the components of our 3 day programme. 

  • What is selling
  • How the customer is feeling at the start of interaction
  • How the customer must feel before he commits to buy
  • Overcoming the customers reticence
  • The customers emotional and logical constraints
  • Components of the process explained
  • Creating obligation. The secret of selling.
  • Example of the perfect sell
  • Telling V's Asking
  • ABC. Always Be Closing
  • Identifying customer  types
  • Body Language
  • Generating Opportunities
  • Proactivity and business vehicle sales
  • Personal Social Media Marketing
  • Outbound prospecting activity
  • Targets and Objectives
  • Making quality appointments which' show'
  • Sales funnels
  • Meeting and Greeting the customer
  • Meeting the business customer at his premises
  • Building rapport and gaining trust
  • The used vehicle appraisal
  • Qualification of needs and requirements
  • Understanding company car tax
  • Understanding Benefit in kind (BIK)
  • Funding options. Ownership/rental
  • VAT implications
  • HP, Lease Purchase, Contract Hire, Finance Lease
  • Selecting the new vehicle
  • The professional demonstration drive
  • Selling features and benefits
  • The trial closes
  • Presenting the transaction outline
  • Closing/Overcoming objections
  • Negotiation
  • Management involvement
  • Finalisation/Consolidation
  • Follow up/Be Backs
  • Memorable handovers
  • Follow up and obtaining referrals 

We offer a 3 day programme which will be suitable fleet and business to business sales personnel. 

Candidates will return to the dealership with a full understanding of the current tax implications of buying a company car or van and be confident to offer funding options and vehicles to best suit the business customers requirements.

The content can be tailored to suit the specific requirements of the attendees.

We also offer a 1 day course which is updated annually to incorporate all the new tax implications of our chancellors budget changes.

Whatever your business sales training requirements, we have the solution.

For more information:

Email us now

Fill in the purple quick enquiry form.

Request a call back using the orange box provided.

Call 01423 872439

We look forward to hearing from you.




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