Hi-Impact Prospecting on a Shoestring Budget

Build the Pipeline, Own the Sale: Prospecting Skills for Car Sales Professionals

Course Overview

To keep the showroom thriving, your team must consistently identify, engage, and convert potential buyers and proactively generate sales from your existing customer base and conquest opportunities.
This focused training course equips car sales professionals with the strategies, tools, and mindset needed to build and maintain a strong prospecting pipeline.
By mastering proven techniques for targeted outreach, customer reactivation, and effective follow-up, your team will gain the confidence and clarity to drive more showroom traffic, increase finance renewal conversions, and secure a continuous stream of high-quality sales opportunities.

Course Objectives

• Understand the importance of prospecting to drive dealership success - Recognise how consistent outreach and lead generation, especially around finance renewals, directly impacts sales volume, stock supply, and profitability.
• Adopt the right prospecting mindset for sustained success - Build the confidence, resilience, and persistence needed to approach new prospects, re-engage past customers, and stay motivated through every stage of the sales cycle.
• Become a lead generation powerhouse - Learn how to proactively source, qualify, and nurture a steady stream of high-quality opportunities; from finance renewal leads to new enquiries; keeping your pipeline full.
• Master appointment-setting strategies that secure real commitments - Use structured, professional techniques to move prospects from initial contact to confirmed showroom appointments, increasing your conversion rates.
• Structure the perfect outbound sales call - Follow a proven, step-by-step approach to making persuasive calls that build trust, uncover needs, and move prospects toward an appointment.
• Leverage voicemail effectively to drive higher engagement - Craft professional, engaging voicemail messages that boost callback rates and keep prospects actively involved in the sales conversation.
• Maximise opportunities through strategic follow-up and customer reactivation - Learn how timely, well-planned follow-up can revive dormant leads, increase appointments, and drive additional sales.

What's Included?

• Event leadership by an expert facilitator
• Delegate workbook and course materials