This programme is highly interactive and positively challenges the trainee through constant questioning and interaction. This questioning is conducted in an open, conversational manner and from the outset, is designed to get the trainees to think for themselves as well as a means of reinforcing the training. Role playing activities are generally something trainees shy away from, but our training style very much encourages forging strong relationships with our trainees and in doing so; we create a safe and trusting environment. In creating this bond and a safe learning environment, trainees are more receptive to group and individual role-playing activities. It is by continuously practising and reviewing our newly learnt skills that we encourage the growth and confidence of our trainees as well as the instilling positives habits for the future. Graduates from this programme, consistently outsell their experienced counterparts when they return to their dealerships.
This groundbreaking training programme for novice car sales specialists was developed specifically to create a new breed of professional car sales person. The programme is highly intensive and year after proves enormously successful with classes pre-booked well in advance. Whilst originally designed with the novice car salesperson in mind, the programme is equally suited to candidates with limited experience. The programme is also ideally suited and very popular with sons/ daughters entering family-run dealerships as it promotes the highest levels of professionalism as well as developing the individual at a personal level.
All candidates are screened for eligibility.
Module 1: 5 days
The mystery shopping exercise in module one is a full days exercise. Critically, it allows the trainees to experience the buying experience through the customers' eyes and in doing so; they witness the sale from an entirely different perspective. Trainees will pair off, and have a buying criteria established before entering a dealership. We normally tell the trainees in advance of this exercise, that it is generally harder for a customer to buy a car, than it is for a salesperson to sell a car. It's not till the trainees start to mystery shop dealerships, that the truth of this statement really registers with them. The trainees are issued with evaluation sheets, which they complete after each dealer visit. The exercise is usually the single biggest confidence builder for new recruits and importantly, it ensures that the trainees are less inclined to perform similarly when they return to work in their own dealership. Mystery shopping absolutely reinforces the principal that 'People buy from people'.
Module 2: 5 days
Module 3: 5 days
Module 3 is highly engaging as it predominantly focuses on the principle of 'Perfect Practise Makes Perfect'. The trainees will continuously practise and role-play their newly learnt skills, whilst under constant supervision and mentoring.
Module 4: 5 days
20 days (continuous) training programme
Mark Richardson - Programme Director
Training Director, Europa Academy
Cathy Comerford
Finance & Insurance & Sales Specialist, Europa Academy
For further information and booking procedures or to discuss any aspect of this Programme, please contact the Programme Director at: Europa Academy, Tel: +353 1 88 39 200.
