Advanced Sales and Negotiation
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- Curriculum
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The “Advanced Sales and Negotiation” course offers a comprehensive exploration of essential skills and strategies for automotive sales professionals. This course delves into critical aspects of the sales process, including vehicle evaluation, effective use of technological appraisal tools, and collaboration with management. Participants will learn to navigate the complexities of the Finance and Insurance (F&I) process and the car registration process in South Africa, all while focusing on delivering a seamless customer experience from vehicle selection to final delivery.
Designed for sales professionals seeking to enhance their negotiation skills, this course emphasizes the art of persuasion, effective communication, and relationship building. Through a series of modules, participants will engage with real-world scenarios, case studies, and role-playing exercises to practice their skills in a supportive learning environment. By the end of the course, participants will be equipped with advanced techniques to maximize sales opportunities, overcome objections, and secure favorable terms during negotiations.
Target Audience
This course is tailored for automotive sales professionals, F&I managers, dealership staff, and anyone involved in the vehicle sales process who aims to elevate their negotiation capabilities and drive sales success.
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1.1 Overview of the Sales Cycle -
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1.2 Buyer Behavior and Psychology
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1.3 The Sales Funnel
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1.4 Building Rapport and Trust
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1.5 Effective Communication Skills
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1.6 Handling Objections
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1.7 Closing Techniques
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1.8 Follow-Up and Customer Relationship Management (CRM)
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1.9 Ethics in Sales
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Quiz
