Automotive Professional Resources

Automotive Professional Resources will assist you in your hiring, training and developing your professional sales staff.

What makes the Difference?  We realize that turnover, the cost of turnover and low sales production can inhibit a dealers growth.

Why does our program work?  Our philosophy is to put the right person in the right dealership with the right training.

How do we accomplish this?  We conduct and initial interview and then chosen candidates are tested.

Why is this important?  We identify  three areas: Sales Personality Traits - Sales Knowledge - Sales Motivations.  This allows us not only to predict level of success, but to put the right candidates in the right environment with the right management  style.

What happens next?  By placing the new hire this way we reduce turnover and increase his or her sales production.

I see the reduction in turnover, but how does this increase the new hire production?  We put the new hire through a five day comprehensive sales training program that will accelerate their transition to the sales floor.

What does your training cover?  We start with the psychology of selling, basic steps of the process from the professional approach or meeting and greeting to the delivery and follow up.  We match up our training with your dealerships personal style.  We cover Networking, Prospecting, and Time Management along with a six month developmental plan for each new hire.

Training Program Overview:

Psychology of Selling:  How to get the winning edge and work on your inner self.

Professional Approach and Meeting:  Designed to build rapport, establish relationship, agree on what customer wants to accomplish and move to next step.

Diagnosis:  (Investigation, Profile, Interview)  Customer centered questions and discussions to establish customers needs and wants and develop understanding of how to sell customer vehicle.

Choose Vehicle:  From dealer stock based on the needs assessment performed in above step.  

Presentation of Vehicle:  Features and benefits of vehicle tailored to customer based on needs and wants during diagnosis.  (Personalized)

Demonstration Drive:  Understanding the importance of the drive based off of customers needs and wants.  Why driving first is important.  Gaining important feedback from customer.

Feedback and Mental Picture Questions:  To obtain and measure commitments.

Returning to Dealership:  Service, Parts, Collision Center walk.  

Negotiations:  Covering basic negotiation techniques based on customers concerns or objections.  We cover these to fit into any selling or desk system.

Closing and Resolving Concerns:  Students will learn to recognize and resolve objections.  Understand the difference between objections and conditions and when to continue and when to seek management assistance.  Recognize importance of keeping management informed and when and how to do a proper T.O.

Vehicle Delivery:  Focus on importance of the delivery and customer satisfaction.  Operation, warranty, dealer services, scheduling of first oil change and continuing relationships.

Follow up:  Understand importance and value of follow up of both sold and unsold traffic.  Getting referrals from customers and building a client base.

Networking, Prospecting and Time Management:  

Group break outs and role playing sessions will be an important part of the training.  Students will be coached during this process and given positive feedback.  Certain sessions may be video taped for continued coaching and development.