Mastering the Showroom Sales Journey

Winning the Sale: A Step-by-Step System for Showroom Success

Course Overview

Sales is the engine that drives every successful dealership.   This immersive three-day course equips car sales professionals with a proven, step-by-step retail sales process that covers every stage of the customer journey; from first contact on the showroom floor through to closing the sale confidently and profitably.
By mastering consistent techniques for building trust, uncovering needs, presenting solutions, and securing commitment, participants will inspire higher customer satisfaction, stronger conversion ratios, and greater unit sales and profitability.

Course Objectives

• Create a powerful first impression during the meet and greet - Learn how to build instant rapport, set a positive tone, and establish trust from the very first moment a customer enters the showroom.
• Take and maintain leadership throughout the customer interaction - Learn how to confidently guide the customer journey from first contact to close, ensuring momentum stays with you while keeping the customer engaged and comfortable.
• Understand why effective discovery is the foundation of the entire sales process - Appreciate how thorough discovery not only builds trust but also makes every step of the sales journey, from presentation to closing, faster, smoother, and more successful.
• Present vehicles in a way that connects emotionally and logically - Position product features and benefits around what matters most to each customer, creating a strong, personalised value proposition.
• Conduct accurate, effective part-exchange appraisals to manage expectations and protect profit - Professionally appraise vehicles to set realistic customer expectations on valuation, while controlling internal costs linked to reconditioning and resale.
• Guide customers through structured test drives that sell - Turn the test drive into a powerful emotional and practical confirmation experience; helping customers imagine ownership and speeding up the decision process.
• Close the sale professionally and confidently - Master a series of closing techniques that feel natural, customer-focused, and lead smoothly to agreement; boosting both conversions and customer satisfaction.

What's Included?

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