Automotive / Car Dealer Sales Training

Owning a car is always a mixture of both necessity and convenience for a lot of people. For the former, it allows them to save crucial time by being able to dictate their own directions and take shortcuts on the way to their workplaces. For the latter, it allows them to not partake in the hassle of public transportation. It’s no surprise, therefore, that a lot of them turn to vehicle dealers. This doesn’t mean, however, that they don’t need persuasion, as the same inclinations might end up steering them away from your specific company. As such, it is important for the sales professional to be able to persuade customers into buying your products specifically. Now, there are plenty of ways to achieve this, and the goal of this training course is to focus on each of these. First, there must be knowledge of questioning techniques to properly assess whether the person intends to buy your product (this also includes what suggestions to give if the driver isn’t too keen on the prospect). Second, there must be effective communication, because nothing persuades more than a point delivered perfectly. It is also necessary to address areas such as confidence and body language to allow salesmen control over their own emotions and gain further insight as to what to say to the customer respectively.

Automotive Car Sales is an important aspect of the vehicle industry which deals with the general desire for convenience and the need for swift action. As such, it tends to be dominated by businesses and therefore competition. It is therefore very ideal for your professionals to stay on top by being able to provide the best quality service. Our goal is to satisfy this very standard by teaching participants various communication techniques which are aimed at very specific points of any conversation on sales, questioning techniques which can help them determine whether customers are willing to buy, self motivation to allow them to become the best possible versions of themselves and body language literacy to truly grasp the dispositions of every customer they encounter. Even better still, we also have other training courses which can be merged into a customised training session aimed at your various, specific needs.

This training and much more is available Canberra, Melbourne, Sydney, Parramatta, Gold Coast, Adelaide, Perth, Brisbane, Darwin. Australia Wide.

Accept there are no normal or abnormal ways of reacting to change

Starting from where we are now is an important part of change. Learning how to move from this point forward and how to react to change, will assist your team to become contributors and more advanced in the process.

See change not as something to be feared and resisted but as an essential element of the world to be accepted

Learning “why” it is important is just as important to the “what” we help your team become better at understanding change from a global perspective and not just from their immediate roles.

Understand that adapting to change is not technical but attitudinal. Change is not an intellectual issue but one that strikes at who you are

Some many feel they are unable to adapt or accept the change. Some generations may be unwilling as they have done something for so many years. We help participants understand that change can be all about attitude.

Recognize that before we can embrace the way things will be, we must go through a process of grieving, and of letting go of the way things used to be

No one likes to move from somewhere comfortable or safe. We show how going outside of your comfort zone will help in achieving more. We also discuss the natural process of change and how to go through the different stages of the process easier.

See change as an opportunity for self-motivation and innovation

Many people enjoy a new challenge or goal. The change that is happening within your organisation can be a great motivating factor also. This area can be adapted to your business.

Identify strategies for helping change be accepted and implemented in the workplace

Sometimes change is not just an individual process, it could be a team process. We show participants some new tools and strategies to become better at assisting with the change process.

Many additional modules also available

The secrets to work effectively when everything is shifting
Comprehend importance of managing and leading change
Gaining increased motivation and self-confidence
The Pareto Principle applies to transform
Set concerning the change especially with senior management.
Uncovering the 4 types of organizational change
Identify the nature of change and its own crucial drivers
Comprehension of the effect of change
Choose Change Agents that may model the positive differences of the change.
The best way to understand and overcome resistance to change
Set a communication strategy for the change.
The abilities and knowledge needed to establish tactical change conditions.
How to ensure practices that are new replace the old culture
The best way to make the most of technology to conserve time
Identifying and establishing priorities
Building and maintaining good working relationships
Overcome the barriers to change.
Communicate efficiently with their team during the change process.
Learning how people react to transform
Ways to establish a feeling of urgency
Comprehend the motivators of change.
Develop an understanding that change is a continuing process that never ceases.
Supporting and preparing for forthcoming changes
Identifying the pros and cons to a changing environment
What are the benefits and bribes for getting the important things done?
Create a personalized Change Management Plan
Proposing opportunities and options for change.
Manners to handle workplace anxiety
Managing your organisation through tough changes
Practical approaches to include support and advise staff in a change procedure
Managing others through changes in your workplace
Understanding global change
Understand the attitude of how humans respond to modify. Position the change as a favourable opportunity for workers.
Identify ‘the way it really used to be’ saboteurs. Take responsibility to lead change.
Kotter’s eight- change model is managed by step
How to increase risk-taking behaviour and become more elastic
Preventing the ‘tyranny of positivity’
Coping with anxieties, resistance and other challenges faced on the change journey
Construct a productive feedback loop to improve additional changes.
Meetings, assemblies, assemblies–taking control!
Specific ‘trouble shooting’ strategies when a specific change procedure has run into difficulties.
Identifying the 3 steps in the change procedure
Understand the effect of change on the organisation.
Consultation with stakeholders with a view to consensus decision making for future developments.
Becoming an ‘agent for change’
Discover internal and external challenges to getting results
The best way to analyse a daily task list
Empower actions by identifying challenges
Understanding the 2 kinds of precedence
Spot opposition and reasons for it
Communicate the vision for maximum buy-in
Getting buy-in; dealing with resistance
Plan some simple to reach short-term triumphs
Just how many days does it take to break a habit?
Why organizing priorities will help transition through change
The way to empower all stakeholders to adopt change absolutely.
The best way to manage interruptions
Understanding human needs and how to use that advice in regards to dealing with change
Understanding the resistance to change
How to value change management strategies.
Understanding the principles for the individual in a fast-changing organization
Coping with ambiguity in the change process.
A special change management strategy for a certain change you need to implement
Getting creative with change alternatives
A precedence planning model everyone can use
Our own eagerly comprehended practical framework for understanding the change process and how to manage this procedure
How can we get the significant 1st and 2nd done first?
Why some people thrive on change
The 5 periods of adjustment following a spectacular change

More information on the course outline

The Training Outline

Introduction and Course Overview

The very first part of the day will be learning about the needs of the employees and talking about what’s going to occur during the session. Employees will even have a chance to recognize their personal learning objectives and set some goals for the day. As we develop the material through the day, we will cover the needs of each participant.

What’s Change?

To start the day, we’ll discuss some fundamentals of change, including definitions and examples. The participants will learn from real examples and use the base foundations of the case studies to help them through the activities and training.

The Change Cycle

In this session, we’ll investigate the three periods of William Bridges’ change cycle through lecture and small group work. By understanding more of the process, team members will be able to improve their knowledge of the cycle and how they can use this in the change process.

The Human Reaction to Change

This session will look at Daryl Conner’s interpretation of the human response to change through lecture and small group work. People can react differently to change. We discuss how humans react normally and also the differences that can occur. Our trainer will provide a range of information for participants to understand how they also react to change.

The Rate of Change

We’ll take a look at how different individuals respond to change in various ways and at various times through a discussion along with a case study. The case study will highlight important information on individual responses within an organisation.

The Pyramid Response to Change

We’ll analyse how workers, middle management, and top management are impacted by change. How does change effect and organisation? We discuss how change can affect different teams, divisions and departments. Learn more about the “full picture” of an organisation that goes through change.

A Four Room Apartment

This session will look at change using Claes Janssen’s four room flat model. The four room apartment is a great learning tool and is used in many situations. Learn more about this tool and how it can help with change.

Coping with Opposition

Participants will gain added skills to be able to cope with opposition through the change process. This session will discuss the best way to become resistant to transform by means of a lecture, private case studies, and small group discussion.

Adjusting to Change

In this session, we’ll analyse the three keys to successful change and how to adapt and adjust quickly.

Strategies for Coping with Change

One of the main areas for this training session to assist is to provide strategies to the team for coping with the change process. Now that we’ve looked at change by means of a variety of models, we’ll examine five strategies which may assist you to cope with change. Learn more about the strategies and gain the ability to create a shift in behaviour.

Managing Anger

When it comes to change it can at times makes people feel frustrated, angry or agitated. We’ll look at some ways of coping with our own emotions as well as the emotions of others through a discussion and group work in the session. Our trainer will illustrate some skills and provide tips to manage this area.

Managing Stress

Stress will be a natural part of change. How it affects you can be a choice. Change can make people feel distressed. In this session, we’ll examine some stress management and relaxation techniques. Take control of your stress and be able to make a choice in your reaction to situations. Many great tips here to advance anyone

Session Wrap Up

At the conclusion of the day, employees are going to have a chance to ask questions and complete an action plan. We discuss how they can be an integral part of the change process and how they can contribute to make change a smoother cycle.

Automotive / Car Dealer Sales Training

Appropriate Questioning Techniques

When talking to a prospective customer, it is necessary to figure out two things: whether they are interested in your company’s offerings and whether they intend to buy your product. To gain access to these answers, it is necessary for sales professionals to ask in a manner that, while pointed, isn’t invasive or divisive. In other words, questions must not only be on point, but also polite. However, these two criteria can vary from situation to situation. As such, participants must be wise to the effects of their own speech and what constitutes a polite delivery of questions. Our trainer will provide participants access to this knowledge via discussion and various activities meant to help them exercise their capacity for logical and empathetic questioning.

Communication Tips and Tricks

In delivering information to the customer, it is necessary to deliver them in a concise, yet very detailed fashion. This fact isn’t selective either; even customers who admit disinterest can still be persuaded toward other options like cheaper alternative offers that could be the perfect fit. To be able to persuade customers of all kinds, whether interested or disinterested, however, requires a certain degree of eloquence and knowledge. As such, this training course will also devote crucial time developing participants’ logical communication through discussions and activities aimed at making sure that not only are their thoughts coherent in speech, but substantial and short enough for prospective customers to digest.


Fear is always a factor for any front-line salesperson. For one thing, with the Earth housing more than 7 billion people, professionals are sure to encounter personalities of all types, and some of which may prove to be more difficult to persuade than others. For another, the effects of what they say can also become very uncertain; customers may end up declining on the basis of their speech, despite secretly having a passion for the product. These fears are particularly well-founded, but if these are not addressed, they could become like an illustrative hole in a bucket allowing potential clients fall away. Therefore, it is necessary for sales people to develop resilience by being motivated. Our training course also caters to this area with its discussion on breathing exercises and various other tips to help participants maintain their composure before or even during a conversation. By the end of this training course, participants will be competitive enough in not only articulating their cars’ specs, but also able to persuade their customers without fear of failure.

Body language literacy

An important indicator of disposition and emotion is body language. This particular fact must not be understated; every little gesture a customer makes, from the twitching of the cheeks to how they stand help dictate their mood within the conversation and their immediate objectives. A professional wise to these particular points will be able to adapt to these emotions and deliver appropriate questions and information to persuade customers before they even get to articulate their counterpoints. Further, being wise to these will also allow professionals to emulate their gestures and suggest both a sense of empathy and authority to the customer, allowing them to retroactively assert control over the conversation. It is therefore very important for sales professionals to be able to learn the basics of body language, both to ensure trust and authority and also predict things before they even begin. To this end, our trainer will provide various gestures and their corresponding emotional hints, as well as demonstrate how these gestures can be effective when used on customers.

Customised Training Session For Teams (Included No Charge)

We have many different training material available so if one course does not suit your needs, we can pull from other courses and customize you a manual that suits your team. Through our content customisation service, you get to modify existing workbooks by changing various aspects such as page design, overall colour, content customization and delivery. You’ll have total freedom doing this; just tell us what to modify and we’ll have it organized for your approval!

In-House Customised training benefits:

  • Flexible length – You choose the length of the session
  • Highly Effective Team/Industry Specific
  • Certificate of Completion (Professional Grade)
  • Create a Team Building environment
  • Cost effective – Group rate discount
  • Printed courseware (No need to download or use an App to read)

Creating Content (Contact us for Quotation)

We hear and understand your desire for uniqueness and the ability to create training manuals on your terms. This is exactly what you’ll have for our content creation program: you’ll be overseeing the creation of your workbook down to its most minute aspects including company logo inclusion, addition of company data, case studies, research and other scholarly work to help strengthen the effect of your training course. Just tell us your expectations and your specifications and we’ll see them done in your very own, uniquely created workbook.

Instructor Led Online Available

Download Certificate of Completion $495 inc GST
Printed and Posted Certificate of Completion $515 inc GST

Freedom and willingness always come together here at Paramount, and this is greatly reflected through our online trainer-assisted training program. Now, you don’t need to pay for fuel to get to a classroom or wait around for reservations because we’ll be the ones adjusting to your schedule. Just give us your date and time, and we’ll book you in with one of our trainers. This is easy, online, real time, one-on-one training experience with Paramount’s 100% Satisfaction Guarantee!

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Get Information or Quotation For Your Team

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