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Turn Customer Needs into Leasing Solutions
Build the commercial knowledge, confidence and practical sales skills needed to present Business Contract Hire effectively. This advanced course helps learners explain leasing solutions clearly, identify customer priorities and demonstrate value throughout the sales journey. By the end of the course, delegates will be better equipped to overcome objections, reduce uncertainty and develop stronger, longer-lasting customer relationships.
Course Overview
Customers making fleet funding and vehicle acquisition decisions face an increasingly complex range of financial, operational and commercial considerations.
This advanced course provides practical guidance on selling Business Contract Hire confidently and effectively. Learners will explore the key features and benefits of contract hire, understand how it supports fleet procurement and whole-life cost management, and learn how to position leasing solutions against alternative funding options.
The course also examines how Consumer Duty influences sales conversations, contract structures and customer outcomes. Delegates will develop practical techniques for identifying customer requirements, building compelling pitches and communicating value clearly.
Designed for professionals across the automotive, fleet, leasing and mobility sectors, the course strengthens commercial awareness while helping teams build trust, improve sales performance and support informed customer decisions.
βKaren was brilliant - very concise and knowledgeable! Took a great amount of food for thought away from this course, to help me with my new role in Leasing.β
Danny Keam, Toomey Leasing Group Ltd
Who This Course Is For
Designed for professionals responsible for presenting, recommending or supporting Business Contract Hire and other vehicle funding solutions.
Suitable for individuals across automotive, fleet, leasing, rental and mobility organisations.
Ideal Learners:
- Sales Professionals Looking to strengthen their contract hire knowledge, customer conversations and sales performance.
- Account Managers
Responsible for understanding customer requirements and developing long-term commercial relationships. - Business Development Teams
Seeking new opportunities and more effective ways to communicate the value of leasing. - Customer Service and Advisory Teams
Supporting customers as they consider funding, fleet and operational solutions. - Product and Operations Professionals
Wanting a clearer understanding of Business Contract Hire and the wider customer journey.
Learning Outcomes
By the end of this course, learners will be able to:
- Understand the principal features and commercial benefits of Business Contract Hire.
- Explain leasing, funding and fleet solutions clearly to increase customer confidence.
- Identify customer priorities by asking effective questions and listening for commercial needs.
- Apply a structured four-stage framework to reduce uncertainty during customer conversations.
- Use value-based selling techniques throughout the customer and sales journey.
- Respond confidently to objections and communicate the value of proposed solutions.
- Build stronger customer relationships that support retention and long-term business growth.
Key Benefits
- Greater confidence when discussing Business Contract Hire and fleet funding solutions.
- Stronger customer conversations supported by clear, structured sales techniques.
- Improved ability to identify needs and recommend relevant commercial solutions.
- More compelling pitches that demonstrate value beyond headline price.
- Better objection handling and greater customer reassurance throughout the buying journey.
- Stronger customer relationships that support retention and future commercial opportunities.
Driven By You - Bespoke as you want it
Does this course sound like it could benefit a number of people in your business?
Consider our Driven By You option - bespoke courses and content, built to fit your needs, your budget, and your timescale. From small team sessions for 5 staff members to large-scale projects with 400+ participants, we can deliver it all.
No, as well as facilitating the courses online via MS Teams, we can deliver the course at any location β whether this is at our office or at a venue of your choosing.
As an Advisory guide Price, instructor-led online courses for 10 people start from Β£2,900 + VAT. Final pricing is bespoke and will depend on your chosen content, delivery requirements, business needs, and overall programme scope. Get in contact with us for a bespoke proposal at [email protected]
We would advise a maximum of 12 delegates per course but we can discuss any individual requirements with you to suit your needs.
Yes absolutely, we can work with you to ensure the course is exactly right for your colleagues.
We would not recommend this. For the best experience we advise each delegate should have their own laptop/iPad with a working microphone and camera.
Meet the Trainer
Karen Morton
karen spent her early career in PR, marketing and broadcasting. She has organised major exhibitions and launches in Ireland, the UK and the USA and her broadcasting has taken her as far afield as Hong Kong. With this vast experience she turned her skills to training and has been working with BVRLA members both in the UK and abroad for many years, delivering training ranging from industry knowledge and selling skills to customer service and coaching.
Pricing
This course is held as a Driven By You meaning the cost is per cohort, not delegate.
As an Advisory guide Price, instructor-led online courses for 10 people start from Β£2,900 + VAT. Final pricing is bespoke and will depend on your chosen content, delivery requirements, business needs, and overall programme scope. Get in contact with us for a bespoke proposal at [email protected]
