High Impact Selling Skills – Automotive (2D)



Today’s automotive industry is highly competitive and every organization is looking for a larger and more profitable share of the market. In a challenging economy where competition is keen and the customer is spoilt for choice, how do you position the features and benefits of the automotive brand you represent in such a way that the customer will view you as a preferred choice, even if the same brand can be represented by other dealership?

This intensive, hands-on, activity-driven program teaches skills that boost sales and profitability through increased understanding and effective implementation of the automotive selling process. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professionally. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when facing your customers every time.

High Impact Selling Skills: Automotive focuses on the following areas:

Active listening and discovery questioning




Purchase consultation

Training Outcome
After completing the training, you should be able to:
  • Close the sale with minimum effort and maximum results in revenue and profitability
  • Create a loyal relationship between the customer and your company’s brand and what it represents
  • Maximize the effectiveness of every customer interaction
  • Sell what you have to almost anyone, every time
  • Use various selling strategies to develop winning solutions for your customers
Our Methodology

Think differently to alter direction.

The experience of learning to read and write for the first time is likely to remain vivid in your memory. The skill is ingrained and it stays.  The primary objective of our training and workshop is to make your new knowledge and abilities as durable as the ones you've already accumulated.  They foster fresh ideas. They enable great feats. Individual behaviour and attitude contribute to your organization's success is what we prioritise.

Combining experiential, instructional, and discovery learning with current coaching technology promotes profound transformations in attitudes and behaviour that enable sustainable change in your business. These adjustments improve results.

Our programmes involve with 12 unique learning methodology as below:

Framework and Implementation
Our unique experiential framework and implementation empowers you to:
  • Build and strengthen customers’ relationship with professionalism
  • Develop your personal unique selling style
  • Employ effective communication skills to different types of customers
  • Enhance listening skills and powerful non-verbal skills 
  • Gain commitment to purchase in the shortest possible time
  • Identify origins of your selling behaviors and remove limiting beliefs about selling
  • Implement beliefs that build confidence in selling
  • Overcome objections effectively
  • Present the product or services persuasively
  • Sell with certainty
  • Take action to develop a resolute selling mindset and ethics in encouraging the development of a brand-oriented selling culture
  • Understand and employ the selling and buying process effectively

Our program outline encompasses the following modules:

Day 1:

Module 1: Overview
  • Context setting
  • Building winning habits
  • Bills of rights
  • What is our sales vision 
  • Mapping our plan
Module 2: Showroom Reception – Setting The Stage
  • The Customer Relationship Dial
  • 7 Impression Tools
  • Principles of influence
  • Finding common ground
  • Transition statements
Module 3: Being Effective In Customer-Centered Selling
  • Applying learning in relationship building
  • What others say and do and what is important to them
  • What we do more of when selling to others
  • What we avoid doing when selling to others 
  • Revealing our blind spots
Module 4: Discovery
  • Discovery questioning
  • 6 types of questioning
  • 3 techniques in discovery questioning
  • Active listening
  • 6 techniques in active listening

Day 2:

Module 5: Presenting
  • The 7-Point Walk
  • Matching needs with FAB
  • Using VAK in presentation
  • On the road selling
  • Applying the 3Vs 
Module 6: Purchase Consultation
  • Categories of objections
  • Types of non-tactical objection
  • The PLUS Model
  • Yes-No-Yes Model
  • Buying signals
Module 7: Tactical Objections
  • Negotiation basics
  • Explore
  • Propose
  • Counter
  • Agree
Module 8: Closing
  • Indicators Of Interest (IOI)
  • Clinical techniques 
  • Emotional techniques
  • Directive techniques
  • Logical techniques

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