At the very heart of any motor dealership and the driver for all other profit opportunities, the car sale remains the key to Motor Trade success. Recognising the need to establish a sales process that works and stick to it and built on proven success principles, this programme is a real A-Z of the car sales process.

Core areas of focus:

• The car sales process
• Gaining attention
• Maintaining interest
• Stimulating desire
• Gaining commitment
• Motivating action
• The decision making process
• The sales equilibrium
• Building a relationship of trust
• Needs awareness
• The value proposition
• Presenting the product 1) The static presentation
• Presenting the product 2) The demonstration
• Presenting and agreeing price
• Negotiation techniques
• Delivery and follow-up