Performance Development Group

Sales PERFORMANCE IMPROVEMENT

Performance Development Group (PDG) offers comprehensive Sales training and coaching designed specifically for automotive retail Sales Consultants and Sales Managers.

It’s customized to your specific sales approach and experience rather than being pre-packaged, off-the-shelf. There is no additional charge for this.

The distinguishing characteristics of PDG Sales Performance Improvement: simplified models, actionable skills with lots of practice, job aids, experiential learning and follow-up coaching after training (email, telephone or in-person). It’s not what people know but what they can do that counts – we make sure they can do it!

Length: Each unit below is 2-3 hours. Two or three can be combined to create full training days. Or they can be run two to three times in one day to accommodate your work situation. “*” indicates session may take longer with newer or less skilled Sales Consultants.

NOTE: S100 workshops are added as needed to meet current business challenges:

FEATURED

S100a

Closing More Business in a Tough Market

•

How to close more business early on and after prospects leave

–

Tips, “best practices” and innovative solutions

–

Skills practice to drive home key skills

•

Taking effective action to implement needed changes

–

“To Do” list from the workshop (w/ optional follow-up phone coaching)

S100b

Developing More Business

•

Getting business during “slow times”

–

Tips, “best practices” and innovative solutions

•

Increasing Repeat and Referral business

–

Developing an effective approach that works for you

•

Taking effective action to implement needed changes

–

“To Do” list from the workshop (w/ optional follow-up phone coaching)

S100c

Sales Management in a Tough Market

•

Making the necessary adjustments to your sales operations

–

Tips, “best practices” and innovative solutions

•

Getting the most out of your people

–

Coaching them to ensure they maximize their opportunities

•

Taking effective action to implement needed changes

–

“To Do” list from the workshop (w/ optional follow-up phone coaching)

SALES PERFORMANCE IMPROVEMENT

S101	Psychology of Sales

•

CARS^© Behavioral Self-Assessment
(optionally: PDP ProScan™)

–

How you “fit” with your job

–

Self awareness regarding your sales style

•

Effects of your personal style on selling

–

Playing to strengths

–

Managing around weaknesses

–

Knowing what and when adjustments are appropriate

•

Achieving your potential

–

Setting a game plan into action

S102	Building Rapport with Customers*

•

Elements of a proper greeting – one that builds rapport

–

Practice to drive home the key skills (rote to concept)

•

Starter questions

–

Practice to drive home the key skills

•

Alternatives to use when customers give some of the usual (and unusual) responses to the greeting and starter questions

S103	Interviewing: Getting Customers to Open Up

•

How to get customers to open up and share their true motivations

•

Effectively using open, closed and clarifying questions (click-ons)

•

Knowing how and when to confirm (active listening)

•

Features extensive skills practice to drive home the key skill sets

–

Tailored to the sales consultants’ current skills levels

S104	Building Value in the Product*

•

Value-building: Feature-Function-Benefit

–

Creating a “value sandwich”

•

Selling value, not low price

–

Building gross without sacrificing customer satisfaction

•

Selling timing, selling from inventory and selling your store

•

Skills practice to drive home the key skills

S105	Making Effective Competitive Comparisons

•

Why making effective competitive comparisons is important

•

Sources for competitive information and how to use them

•

“ACE” the competition

–

Practice of the key skill sets

S106	Conducting Powerful Demonstration Drives

•

The value of the demo drive

•

Key concepts every sales professional should know

•

Demonstrating how it’s done – both bad and good

–

Video demonstrations, with coaching

•

Set up your powerful demonstratives drives

S107	Gaining Commitment*

•

Trial closes – opinions versus decisions

•

Handling customer concerns/objections

–

The “ACE” process

•

Features extensive practice of the key skill sets

S108	Negotiation and Closing*

•

Principles of negotiation

•

Key concepts every Sales Professional should know

•

Principles and practices of effective closing

–

14 types of closes – when each is effective

•

Extensive practice using the various closes

•

Making an effective transition to Finance

S109	Making a Memorable Delivery

•

The importance of the delivery – building referral business

•

How to make your deliveries “memorable”

•

Delivery “Best Practices”

S110	Developing Business

•

Building a strong base of business

–

How to develop referral and repeat business

•

Getting business during “slow times”

•

Business development “Best Practices”

S111	How Are You Measured?

•

Understanding customer satisfaction measurements

•

Attaining top scores in all categories

–

Getting on the path to greatness

SALES MANAGEMENT SERIES

S112	Marketing in the New Millennium

•

Marketing versus advertising

–

Knowing the difference and using each effectively

•

Creating and maintaining customer loyalty

–

Turning “customers” into “clients”

•

Maximizing advertising effectiveness

–

Getting the biggest “bang for your buck”

S112	Managing Your Inventories for Best Results

•

Principles and best practices of inventory management

–

Adapted specifically for the automotive business

•

Managing your physical inventories (cars)

–

JIT principles in action

•

Managing work flow

–

Managing “time and effort” as an inventory

S114	Operations: Making it All Go Smoothly

•

Building the basis for smooth operations

–

Defining your organization approach

•

Establishing operational directives and guidelines

–

Knowing when to dictate, when to encourage “flexibility”

•

Putting it all together

–

Taking action to get and keep things running smoothly

S115	Managing for Maximum ROhI^©

•

How to get the most “Return On your human Investment”

–

(Optional: using PDP ProScan™, TeamScan™, JobScan™)

•

Developing people for higher performance

–

Creating highly engaged team members

•

Making your organization “THE place to work!”

–

Have them lining up at the door

S116	Building a Stable Sales Force

•

Identifying what works in your sales culture

–

Taking action to build stability

–

Recruiting, hiring, development, retention

–

(Optional: using PDP ProScan™, TeamScan™, JobScan™)

•

Maintaining high performance with a stable sales force

S117	Taking Sales to the “Next Level”

•

How to get more out of your current sales staff

–

Knowing when to leave things along and when to intervene

–

(Optional: using PDP ProScan™, TeamScan™)

•

How to find “high performers” to add to your sales staff

–

Successfully bringing them into your current staff

•

Motivating people to their highest levels of productivity

S118	Coaching Skills for Sales Managers

•

Determining the coaching need and setting up positive performance coaching

–

Strengths-based coaching

–

(Optional: using PDP ProScan™, TeamScan™)

•

Ask-Add coaching model

–

With practice to drive home key skill sets

•

Reinforcing positive performance changes and redirecting performance as needed

S119	Management Skills for New Sales Managers

•

What new sales managers need to know to be successful

–

The “basics” of highly effective sales managers

•

Making the transition to management

–

Avoiding the typical pitfalls of new sales managers

•

Establishing a Sales Management Development plan