Our innovative training programs are based on the outcome of an intensive research we have recently completed in the area of automobile consumer behaviour. Our team has interviewed a large number of automobile customers of all segments and found out the reasons for change in automobile buying behaviour.

We understand from our research that one of the main reasons of low sales is the ineffective merger of automaker's ‘Pull’ strategy with ‘Push' strategy of its dealers. We found that a large number of customers visited the dealers showroom after having made the purchase decision at home in consultation with family members, relatives, and friends. These customers during their visit to the showroom expected the dealer’s staff to sell the vehicle to them. Many customers realized after their interaction with dealer’s staff that the "vehicle" presented by the dealer did not match exactly with the image of the vehicle projected by the manufacturer which made them to re-evaluate their purchase decision and defer the purchase at least once. These customers visited the dealers more than one time or visited more than one dealer. It is obvious from this finding that higher sales can be achieved if convergence of Pull & Push strategy takes place effectively at dealer’s premises (customer interface).                                                                                                                                                                                                   Top

Automakers provide extensive training to the marketing team comprising of its own staff and dealer’s staff to achieve business objectives (3S: Sales, Service, Spares) as and when required. Our research indicates that the traditional training programs are proved to be less effective in present highly competitive business environment. Customer behaviour and expectations have changed drastically in the recent years due to advent of new generation of hi-tech automobiles. A new breed of customers has emerged out of this market transition. Our experience has confirmed that, as sales techniques have advanced rapidly, training and development of sales staff has had to change radically to match these advancements. Therefore conducting the same old traditional training programs and expecting  different results would be unfortunate.                                                         

We have developed an innovative sales training program - "DASHBOARD", keeping in view the changed business environment, consumer behavior, and competition. This innovative training program is based on relationship building skills and helps automakers to deliver best value to their customers. The mindset and attitude of people concerned is changed to help build and maintain meaningful relationships with internal & external customers. Learning how to manage and communicate information to customers within a high-trust working relationship is the key to success. Marketing in the age of information involves fulfilling customer’s expectations through strategic alliances, which represent highest form of partnering with customers. This results in empowering the customer and creating a genuine symbiosis between the customer, the dealer, and the automaker. 

DASHBOARD-our innovative sales training program, based at “Intervention at interface” concept, supports the goal of automaker to have customers for life and for the lives of their descendants. This training program reduces the overall marketing cost and enhances the performance of marketing staff involved at various levels and locations in addition to adding value to customers. Our sales training program can help automakers & dealers to grow by building & maintaining a meaningful relationship with its customers in a highly competitive environment.                                                                                                                       Top
 

We have made the selling less stressful and painful process for automobile salespeople and a pleasant buying experience for customers. We have discovered from our research that there are 16 types of RBS (Relationship Building Styles). Salespeople as well as customers use RBS in their communication. It is important for a salesperson to know his/her and customers RBS. For example, when you buy a car you get an ‘Operation & Service Manual’ along with the car which helps you to use and manage your car better. Similarly, we have prepared an ‘RBS manual’ of all types of customers & salespeople. This helps salespeople to understand & manage customers in a better way. During the training, RBS of every participant is identified and a report is provided. Participants learn how to measure & bridge the gaps in a step by step process. Each person trained by us gets a personalized Action Plan that is his or her roadmap to success, including specific behaviors they need to improve and measurable performance objectives. Participants learn how acquire and retain customers for up-selling & cross-selling in order to increase the ‘share of customer’ keeping in view the ‘LTV’ of customer.  
 
Our technique is very effective because it based on our finding that ‘people like to buy from the people they like’. Therefore, we do not focus too much on selling techniques; we help salespeople to master relationship building skills so that they could  provide their customers with a pleasant buying experience.

The personnel (sales, service, and spares) of many auto-dealers are inadequately trained to handle new generation of customers at various levels. Auto-dealer’s personnel must develop the ability, skills, and knowledge necessary to build and maintain a meaningful relationship with new generation of customers. We can join hands with you in making this happen. We can assist you in your endeavors to increase sales effectively in present highly competitive environment. We can facilitate your sales process by adding valuable inputs. We can train your salespeople to be highly productive, customer-focused professionals who deliver a superior experience to every customer.                                                                                                           Top

Our innovative sales training can help salespeople to learn how to: 

• Recognize their & customers’ relationship building styles (RBS)
• Build meaningful relationships and rapport using style flexing
• Understand the buying language of the customers
• Understand the motivations and wants of their prospects properly
• Present the vehicle (demonstration/test drive) effectively
• Qualify their prospects more effectively
• Develop the right questions to use and when to use them
• Overcome the objections that they face with confidence and ease
• Deliver the vehicle – a moment customers never forget
• Keep in touch with customers - get referrals without hounding them

 Our sales training can also help salespeople to:                                                                                                       Top

• Exceed their sales targets and close more sales in less time
• Manage their diary more effectively to free up more time for selling
• Eliminate their frustrations and stress when it does not go their way
• Create a step-by-step consultative selling process that works
• Boost their self-confidence
• Eliminate all of the activities that are costing them sales, time and energy and implement a new system to make them more sales 
                                                                                                                                               

• Avoid repetitive and monotonous selling
• Facilitates the process of Up-Selling & Cross-Selling
• Helps salespeople to build rapport with customers easily
• Makes selling process less stressful & painful for salespeople
• Selling based on RBS technique attracts customers’ attention
• Saves time for salespeople as well as Customers, results in higher productivity
• Can leads to discussion with salespeople, thereby arousing interest about the product
• Helps to register “brand” of the company easily as it is linked with a relationship
• Sales managers/executives would enjoy “learning” during training
• Much greater job satisfaction for salespeople, due to improved relationship with the customers

DASHBOARD also offers - Reviewing Your Current Sales & Process
Our sales consultants will work closely with you and your team to study & improve your sales process based on best practices and proven performance. Current Sales Assessment & Process Overview Report (CSAPOR) shall be provided to you. This report details what currently works well and the areas for improvement, review the current skill levels, training and caliber of staff against the sales process, sales office/showroom layout, and identify the key training and development needs against the sales process. The report will make recommendations for improving the sales process at every level that makes it easy to understand and implement.

Click here to download DASHBOARD brochure