New course
The Sales Process: From Lead to Deal
This course provides an in-depth look at critical aspects of automotive sales, including vehicle evaluation, technological tools for appraisals, collaboration ...
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- Curriculum
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The “Sales Process: From Lead to Deal” course provides an in-depth examination of the automotive sales journey, focusing on critical aspects such as vehicle evaluation, technological tools for appraisals, collaboration with management, navigating the F&I process, and understanding the car registration process in South Africa.
This course is specifically designed for sales professionals aiming to refine their skills in delivering a seamless customer experience—from the initial lead to the final deal.
Target Audience
This course is targeted at automotive sales professionals, dealership staff, and anyone interested in mastering the sales process in the automotive industry.
Course Overview
Module 1: Understanding the Sales Process
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2
1.1 Introduction to the Sales Process -
3
1.2 Stages of the Sales Process
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4
1.3 Sales Techniques and Skills
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5
1.4 Technology in the Sales Process
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6
1.5 Understanding Customer Behavior
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7
1.6 Ethics in Sales
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8
1.7 Role of Marketing in Sales
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9
1.8 Metrics and KPIs for Sales Success
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10
1.9 Real-Life Case Studies
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11
1.10 Continuous Improvement
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12
Quiz
Module 2: Lead Generation Techniques
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13
2.1 Identifying Potential Leads
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14
2.2 Effective Lead Generation Strategies
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15
2.3 Lead Scoring and Qualification
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16
2.4 Nurturing Leads Through Email Marketing
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17
2.5 Utilizing Customer Relationship Management (CRM) Systems
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18
2.6 Utilizing Customer Relationship Management (CRM) Systems
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19
2.7 Leveraging Referrals and Testimonials
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20
2.8 Social Proof and Online Reviews
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21
2.9 Networking and Community Engagement
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22
2.10 Analyzing and Measuring Lead Generation Effectiveness
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23
Quiz
Module 3: Lead Qualification
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24
3.1 Qualifying Leads
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25
3.2 Tools for Lead Qualification
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26
3.3 Understanding Lead Qualification Frameworks
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27
3.4 Best Practices for Lead Qualification
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28
3.5 Common Mistakes in Lead Qualification
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29
3.6 Integrating Lead Qualification with Marketing
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30
3.7 Case Studies and Real-World Applications
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31
3.8 Future Trends in Lead Qualification
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32
3.9 Assessment and Tools for Measurement
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33
Quiz
Module 4: Needs Assessment
Module 5: Presentation and Demonstration
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43
5.1 Creating Compelling Presentations
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44
5.2 Conducting Test Drives
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45
5.3 Preparation for Customer Interaction
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46
5.4 Post-Test Drive Analysis
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47
5.5 Handling Objections and Rejections
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48
5.6 Using Technology to Enhance the Test Drive Experience
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49
5.7 Environmental Considerations
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50
5.8 Follow-Up Sales Techniques
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51
5.9 Real-Life Success Stories
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52
Quiz
Module 6: Conducting Sales on the Sales Floor
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53
6.1 Sales Floor Conduct and Professionalism
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54
6.2 Identifying Customer Needs on the Sales Floor
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55
6.3 Building Rapport Quickly
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56
6.4 Overcoming Customer Resistance on the Sales Floor
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57
6.5 Effective Closing Techniques on the Sales Floor
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58
6.6 Utilizing Sales Aids on the Floor
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59
6.7 Handling Multiple Customers Effectively
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60
6.8 Professional Follow-Up on the Sales Floor
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61
Quiz
Module 7: Handling Objections
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62
7.1 Common Customer Objections
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63
7.2 Turning Objections into Opportunities
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64
7.3 Understanding the Psychology of Objections
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65
7.4 Techniques for Listening and Clarifying
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66
7.5 Best Practices for Follow-Up
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67
7.6 The Role of Body Language and Tone
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68
7.7 Continuous Improvement and Learning
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69
Quiz
Module 8: Closing the Sale
Module 9: After-Sales Follow-Up
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78
9.1 Importance of After-Sales Service
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79
9.2 Gathering Customer Feedback
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80
9.3 Importance of Timely Follow-Up
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81
9.4 Personalization in Follow-Ups
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82
9.5 Leveraging Technology for Follow-Up
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83
9.6 Handling Negative Feedback
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84
9.7 Setting KPIs for Follow-Up Success
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85
9.8 Continuous Learning and Improvement
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86
Quiz
Conclusion and Next Steps
1. Who is the intended audience for this course?
This course is ideal for automotive sales professionals, dealership staff, and anyone seeking to enhance their understanding of the sales process from lead generation to deal closure.
2. What will I learn in this course?
Participants will learn about the entire sales process, including vehicle evaluation, technology in sales, customer needs assessment, F&I processes, and vehicle registration.
3. How will this course enhance my skills?
Through practical exercises, case studies, and role-playing, participants will apply theoretical knowledge to real-world scenarios, improving their sales capabilities.
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Course details
Duration
3 hours
Lectures
78
Video
2 hours
Quizzes
9
Level
Intermediate
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