Finance Referral Training Programme - 2 day course

Course Overview

Programme designed specifically to ensure 100% referral rate from the sales team with particular focus on role-playing activities and a Mystery Shopping exercise, which is a highly beneficial method of demonstrating the convenience and ease of Dealership Funding.

Course Content

Module 1

Evaluation of current methods of referral
Identifying gaps
Understanding the role of the Business Manager
Understanding how the Business Manager makes profit for the Dealership
How customers traditionally fund the vehicle
Inspiring belief in the Business Manager's service
Benefits of Dealership funding over traditional methods
Mystery Shopping
Review of Mystery Shopping experience

Module 2

'Sowing the seeds' - subtle but highly effective conversion techniques
Understanding the customers language
The Competition - 'Shattering the Myths'
Key benefits the Business Manager bring to the sales team
When should we refer?
Types of Referral
What makes a 'Good Referral' - GREAT?
Qualification - 'The Key to Success'
Pre-briefing the Business Manager
Pre-Briefing the customer
Rules of Referral
The 'T.E.A.M' Approach
Role-playing the 'Great Referral' technique in a showroom environment

Europa Academy has a dedicated six-car showroom that can be staged to accommodate any range of vehicles and 'Branded' point of sale merchandising.

Duration

2 days training programme

Core Teaching Faculty

Cathy Comerford - Programme Leader Finance & Insurance & Sales Specialist, Europa Academy

Mark Richardson Training Director, Europa Academy

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