Professional Selling Skills

Number of Days: One

Objective: The objective of this course is to give Parts Managers the skills required to present our products in a professional manner using Features, Advantages and Benefits. This will ultimately lead to increased sales and profitability. Parts Managers will learn:

1. Principles of selling
2. Traditional vs. Consultative selling
3. The one minute presentation
4. Learn how to coach my staff in selling skills

The following is an overview of the program:

• Pre-work quiz
• Managers; do you spend enough time coaching?
• Your boutique and displays
• Setting up parts kits and the use of associated parts
• The one minute parts presentation
• How can Quick Service help?
• How do Parts Consultants see a LOF
• Why are LOF's so important?
• What is happening to our service opportunities? Why are they decreasing? What is the cause?
• Focus on reasons you should be in the maintenance business vs. the repair business
• Perception of sales people
• Traditional vs. Consultative Selling
  • Including price structures
• How to coach Consultants into consultative selling
• Special order parts pre-booking
• Identify and define Features, Advantages, and Benefits
• The various types of closes
  • The puppy dog close
  • My dear old mother close
  • I did one last week close
  • Alternate choice close
  • The assumptive close
  • Close to the ridiculous
  • You can't afford not to close
  • Booking an appointment for a later date close