Training
& Consulting
Internet Sales Training:
Automotive Business
Development Services Internet Sales Training has been formulated and refined
through in-dealership Internet sales experience. Our philosophy is that each
dealership has unique needs within their Internet strategy. Whether your
dealership is very involved with the Internet or just venturing into this
complex and confusing market, we will customize our strategy to meet your vision
and needs. The primary objective in our Internet Sales Training is to define and
institute a process and techniques for the dealership, BDC, or Internet
department to follow. Through our training we will focus on key issues that
affect both the dealership and customers when doing business through the
Internet. Some of the key issues that we focus on are, evaluating and
classifying Internet leads, contact and response process, all the way through
closing techniques and follow up. Automotive Business
Development Services offers programs from the most simple and inexpensive to the
most complex and long-term strategies. All of our services are focused and
customized to meet your needs.
Internet Start Up and
Development:
Format: Three day training and development with Internet
Personnel & Management.
Features:
- Complete design and installation of Internet department's
- Provide guidelines and standards for Internet personnel
- Review of dealership e-commerce strategy and
recommendations
- Focus on Structure and Goals of the e-commerce business
model
- Implementation of ABDS’s proven business model and
Internet Sales Training
- Define key elements of the e-commerce strategy
- Written report with department evaluation and
projections upon completion
Internet Sales Training:
Format:
Two day training one on one with Internet Manager and Senior Management
Features:
- Review of current e-commerce strategy
- Define goals & objectives with Internet Manager and General Manager
- Build and fine tune e-commerce business model
- Institute ABDS’s Internet Sales Training process & techniques
- Define and administer all phases of Internet Sales Process
- Provide detailed report with department evaluation and projections upon
completion
Advanced Internet Sales Training:
Format:
Three day in dealership training and development with
Internet Manager and staff.
Features:
Review of dealership e-commerce strategy and
recommendations
- Focus on Structure and Goals of the e-commerce business
model
- Build an overall advanced e-commerce business model for
the dealership
- Implementation of ABDS's recommended business model and
Advanced Internet Sales Training
- Deployment of Advanced Internet Sales "plan of
action" and Internet Sales Process
- Increase Internet sales closing ratios and department
profits
- Define key elements of the e-commerce strategy
- Written report with department evaluation and
projections upon completion
- Internet Marketing & Advertising solutions
- Additional Software and Hardware recommendations
- Quarterly Evaluations, Training, and Consulting
Internet Sales Cross Training Workshop
ABDS's Cross Training consists of the development of an
advanced showroom sales process for the entire dealership, starting with the
central core Management . The reason for this important
curriculum is the growing number of consumers using the Internet and telephone as a research
and verification tool in the purchasing process. In the second annual report
released by "Consumer Reports Auto Buying Survey", 64 percent of
recent vehicle purchasers said they would use the Internet to purchase or obtain
a referral to a dealership, up from 41 percent the previous year. This report
validates our belief that the Internet continues to play a growing role in
vehicle purchasing. ABDS's mission is to educate our dealerships to provide the
expected level of service and awareness to the consumer.
Topics and content will consist of an overview of the
Showroom sales process, education of the Internet consumer, consumer
expectations, sales management plans of action, and development of Showroom
Internet Sales Policies and training. The Showroom Internet Cross Training is
conducted in a workshop or in-dealership seminar format, which will include Role
Playing and a skills assessment of management. The sales floor will work in
groups with the ABDS team to fine-tune the skills that are taught in the
workshops. All processes and modules are implemented in real time enactment
within the dealership to ensure proper usage and understanding of the processes. All
modules will then be continuously modified and enhanced through monthly training
sessions to ensure growth and quality control of the process. The primary
objective in our Cross Training is to define and institute a process and
techniques for the sales departments to follow as well as arm the sales force
with the necessary knowledge and skill to work with the highly educated
consumers of today. The results of this program should be higher showroom
closing ratios, higher per unit gross profit, and increased employee morale as
well as confidence in selling.
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Features and goals of the ABDS program:
- Define goals and objectives with Dealer Principals,
General Managers and Sales Management
- Focus on Structure and Goals of the dealership
- Define key elements of CRM strategy
- Build an overall advanced CRM and E-commerce business
model for dealership
- Implement ABDS's proven business model and Advanced CRM
Sales and Management Training
- Deploy Advanced CRM and E-commerce plan of action and
Sales Process
- Increase Sales volume
- Increase Owner Loyalty
- Increase CSI levels
- Provide monthly Evaluations, Training, and CRM Process
Enhancement
- Educate entire Management and Sales force of the
information the Internet Consumer and Modern Customer is using while
researching and purchasing
- Educate Management team in the enhancement of the uses
of CRM
- Review and Fine-Tune current showroom sales strategy
- Map the consumers' buying habits
- Continuous review of CRM strategy and modifications
- Institute ABDS's Internet Sales Cross Training process
and techniques
- Increase sales closing ratios and department profits
- Increase F&I closing ratios and department profits
- Define and institute key elements of Phone Up Processes
- Formulate and institute a CRM business model for the
showroom floor
- Institute Processes to increase Appointment Ratios
- Institute Unsold Prospect Follow up processes
- Institute Techniques to increase Owner Loyalty
- Increase Lease Retention Rates
- Educate the entire sales force of the dealership with
the knowledge and techniques used to work with Internet clients as well as
"e-dealer surfers", those clients who research through the
Internet and secretly buy in the showroom
- Increase showroom new and pre-owned vehicle sales
- Provide written report with department evaluation and
projections upon completion
The ABDS Sales Training
Program
The sales training course designed by ABDS aims at preparing the automobile salespeople to sell new or used
vehicles.
Most in-house sales training programs offered by
the majority of automobile dealerships are inadequate. Because of the everyday
routines the dealership management does not have enough time to train the salespeople
properly and on an ongoing basis. Dealers need a systematic training program
that can be put into place by one person or multiple sales trainees and allow
management to do what makes the dealer money and that is managing deals.
How many deals does an automobile dealership lose every
month due to inadequately trained sales staff?
At best if your closing ratio was as high as 40 percent you are loosing 60 deals out of every 100. What happens to
that 60 percent or those 60 opportunities?
The salespeople are taking ups and the prospects are leaving the dealership heading for your competitors.
The reason is simple, many of the salespeople are not handling the prospects properly.
To often sales people will learn all the information taught in the training
classes but when it comes to using these techniques in the real world with real
clients they fall into the same old comfortable patterns. ABDS teaches a process
that is natural and through repetition the sales person learns to handle a
prospect in a smooth easy systematic way.
The ABDS sales training course and the tests required will force your salespeople to learn and re-learn every aspect of selling automobiles. It starts with teaching about the automobile market and ends with the delivery of the vehicle with a special emphasis on
CSI and building up a strong customer base with prospecting and referrals.
Business Development Center (BDC) Solutions:
Business Development Center (BDC) Development & Training
with CRM:
Format: Completely Customized for each individual dealership
Features:
This solution focuses on building an overall dealership strategy and management
platform to increase profit and efficiency in every dealership department. This
solution is offered with or without an advanced Customer Relationship Management
(CRM) software to control and manage all dealership databases.
- Manage & Direct all profit centers to maintain
growth
- Training on management of incoming dealership traffic
through sales floor, phone, and Internet
- Training on Phone-up, Internet traffic, and sales unsold
follow up
- On site skills assessment of dealership
- Strategy for increased lease retention
- Owner Loyalty training
- Includes Showroom "Cross Training" workshop
modules
- Critical Management BDC Training
- Marketing and follow up center for salespeople to
operate
- Create processes for dealership to develop and implement
to maintain large profit margins
Contact our offices for more information on how we can set up
your ABDS sales training system. Click here
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