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Increasing the ability of Sales Consultants to customize product presentations was the primary objective of the tailor-made training programme that we have designed for one key player of the automotive market.
Nothing new, apparently, but especially crucial at a time when customers get to the car dealership with all the information they may need (Internet can tell you even more than what a Sales Consultant knows…) and their sole objective is to get the best price.
That is why we have centred the programme on the concept of “value” for the customer rather than “price” of the car.
During two days at the dealership, delegates have shared personal views and experiences to build together a consultative selling process where the product presentation is such as to create interest and to influence the buying decision by focusing customer’s attention on “value” rather than “cost”.
Similar programmes for Doreca (SAB Miller Group), Lindt.
Product Presentation Training: An Evergreen
Increasing the ability of Sales Consultants to customize product presentations was the primary objective of the tailor-made training programme that we have designed for one key player of the automotive market.
Nothing new, apparently, but especially crucial at a time when customers get to the car dealership with all the information they may need (Internet can tell you even more than what a Sales Consultant knows…) and their sole objective is to get the best price.
That is why we have centred the programme on the concept of “value” for the customer rather than “price” of the car.
During two days at the dealership, delegates have shared personal views and experiences to build together a consultative selling process where the product presentation is such as to create interest and to influence the buying decision by focusing customer’s attention on “value” rather than “cost”.
Similar programmes for Doreca (SAB Miller Group), Lindt.
