Quality Training Linked to Dealer Success

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Dealers who fail to understand the value of training often learn it the hard way. An integrated approach to dealership training has been proven to boost sales results. When a sales staff is properly trained, they not only sell more units at higher gross averages, but the entire team’s morale increases, along with the bottom line.

Some salesmen are born, but many others must learn to become persuasive, effective, and successful. The premise of high-quality training is the belief that every person has the ability to sell and maximize profits, given the proper tools and training. Dealers who fail to understand the value of training often learn it the hard way. The costs in lost revenue usually show up on the bottom line, while those who invest in training followed by a staffed event see the return on that investment in short order.

An integrated approach to dealership training has been proven to boost sales results. Trainees equipped with industry-proven and results-based techniques, delivered by experienced retail auto industry sales and management professionals teaching state-of-the-art processes, get out in front of the competition early.

Effective trainers instruct sales teams on the fundamentals of selling, customer service, and follow-up. For instance, trainers will deliver and demonstrate advanced persuasion-based sales techniques. Learning how to create a “full-body selling experience” offers an insight into sales that they may never have thought about before. As a result, sales teams capitalize on their interactions with customers, maximizing profits while creating customer satisfaction and loyalty.

An integrated training program must also pay attention to the “back office” functions, so important to dealership success. Buying and managing inventory effectively, tracking sales in detail, and capturing information about customers and what they buy are indispensable supports for the sales effort. Dealership staff who study solid techniques for buying inventory on the basis of turnover experience and customer data are better able to put those principles to work.

Leading the response to the growing demand for dealership training is Sales360. Home based out of Louisiana, the training and staffed event firm partners with dealerships all over the country to provide training and hands-on support for all dealership functions. As part of an integrated approach, Sales360 trains staff as a free-standing program, or as preparation for a staffed event, where the lessons are implemented.

The Sales360 approach to training tackles two of the biggest objections dealerships face when deciding on a training program: consistency of the education and cost. It’s a well-known fact that you learn better by doing. After the first day of teaching the processes, they are implemented hands-on with real customers. There is no additional charge for training because it comes with the staffed event package. In fact, every dealer that does a staffed event is guaranteed a gross profit based on their market and advertising package prior to the event. The program offers the type of comprehensive training required to positively impact dealership profits.

This approach is critically important to justify the time and resources that successful training requires. When a sales staff is properly trained, they not only sell more units at higher gross averages, but the entire team’s morale increases, along with the bottom line.

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Mike Paine
Sales360
504-831-4135
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