This comprehensive sales training programme is designed for sales professionals looking to excel in the competitive world of finance products. Whether you're new to the field or seeking to sharpen your skills, this course provides the knowledge and techniques necessary to become a top performer in finance product sales. You'll learn to understand client needs, present compelling solutions, and gain greater confidence in answering ‘Why this product?’.
Who should attend?
- Sales professionals in the automotive, fleet management, and leasing industries
- Business development managers seeking to expand their knowledge to develop new techniques for to expand client port folio
- Anyone looking to transition into the contract hire sales field
Course Format
A product-specific sales training programme of learning that would include the following elements:
Step One: Complete a Pre-Course Questionnaire
Step Two: Delegates are assigned a mini-SAF accredited e-Learning package of 6 modules covering the basics of each product (CH, BCH, FL, HP, PCP & LP only). Delegates should complete these before step three
Step Three: Instructor-led session with Karen Morton, in a classroom, to discuss your current understanding of each product, tools to use when selling the benefits of these products to customers/clients and technical aspects such as recoverable VAT etc.
Step Four: An online session to discuss the ROI and how they have implemented their learning into their daily roles
Programme Overview
Product Knowledge - Online Digital Learning in advance of Classroom training
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- Types of contract hire products
- Understanding terms and conditions
- Comparing contract hire with other financing options
Building Client Relationships
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- Techniques for establishing rapport
- Understanding client needs and pain points
- Effective communication skills
Presenting Contract Hire Solutions
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- Crafting compelling introductions and story telling to add value to your ‘Why You’
- Highlighting key benefits and ROI
- Tailoring conversations to client priorities
Negotiation and Objection Handling
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- Common objections and how to address them
- Recognising Buying Signals
- Negotiation tactics and strategies
- Ensuring win-win outcomes
Advanced Sales Techniques +£ additional performance coaching on requests
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- Leveraging opportunities in a complex world
- Continuous improvement and learning
- Staying ahead of industry trends
Learning Outcomes
- Understand the fundamentals of contract hire and its advantages over other leasing and financing options.
- Develop a deep knowledge of various contract hire products and services.
- Learn effective prospecting techniques to identify potential clients.
- Master the art of building rapport and establishing trust with clients.
- Hone your skills in presenting contract hire proposals tailored to client needs.
- Gain strategies for handling objections and negotiating terms successfully.
- Acquire techniques for closing deals and ensuring client satisfaction.
- Explore best practices for post-sale follow-up and client retention.
Duration
This course is made up of 4 steps.
Steps 1, 2 and 4 are made up of self-study which will take approximately 3 1/2 hours.
Step 3 is an interactive full-day session.
Trainer
Karen Morton 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.
Costs
*Book your spaces 2 weeks or more in advance of the course date and receive a £100 discount on the course fee*
Contact [email protected] to book using this Early Booker Discount
Instructor-led Online Price
Member Fee £359 + VAT (Full Price £459 + VAT less than 2 weeks before the course date)
Non-Member Fee £459 + VAT (Full Price £559 + VAT less than 2 weeks before the course date)
Cancellation Policy
Requests for cancellation of a training course booking must be received in writing via email to [email protected] for the attention of the Learning and Development Professional. Requests for cancellation received more than 30 days prior to the course start date incur an administrative charge for the processing of the refund at the rate of 25% of the course fee. Requests for cancellation received more 15-30 days prior to the course start date incur an administrative charge for the processing of the refund at the rate of 50% of the course fee. There is no refund on cancellations made 14 days or less prior to the course start date as there is an impact on other delegates who have booked to attend and could result in the course being cancelled overall.
Postponements
Postponement of attendance from one course to a later course can be requested in writing as per the cancellations policy above to training @bvrla.co.uk. Requests to postpone more than 30 days prior to the course start date will incur an administration charge of £35 + VAT. Requests to postpone more 15-30 days prior to the course will incur an administration charge of £70 + VAT. Requests to postpone 14 days or less prior to the course will be treated as a cancellation, with no refund payable.
Substitutions
You can request the substitution of a delegate for another in writing as per the cancellations policy above to [email protected]. There is no charge for this. Requests for substitution must be made no later than one business day prior to the scheduled course start date.