BTC offers a range of training solutions to suit every service manager and advisor in the automotive industry. This includes a suite of classroom courses and on-site tailored coaching programmes designed to upgrade customer handling skills, improve selling confidence and boost profitability. We have a consultative approach and work with clients to understand their specific training needs and objectives, creating bespoke and effective programmes that improve performance.

Every programme is practical and relevant. Our flagship TLC (Thinking Like Customers) development programmes uncover how thinking like customers can build customer trust and willingness to purchase automotive services in the dealership. The sessions are designed to identify the proven ways of delivering great customer service, turning incoming service enquires into real business, and maximising the sales power of our autoVHC software.

TLC can be taken as a standalone programme or combined with our other valuable training solutions. ‘Road to the Sale’ gives attendees the fundamental understanding of the sales process along with the skills and controls needed to increase sales, and ‘Sales Efficiency’ helps them to re-engage and motivate their team, improving efficiency in the sales department.

It is our 25 years of accumulated experience in working with retail dealers and motor brands that has positioned BTC as a leader in automotive training. Our courses are constantly reviewed and improved in line with developments in the industry, ensuring that every sales manager and advisor is given up-to-date best practice tools to improve their skills and boost dealer profitability.

BTC’s sales training includes:

 

TLC

The TLC – Thinking Like Customers – development programme will reveal the proven, but not widely understood secrets of how to deliver great customer service and experiences.

  • ✔ No longer miss genuine opportunities to sell more service work to receptive customers.
  • ✔ Learn how to identify opportunities to improve performance
  • ✔ Share and benefit from best practice
  • ✔ Upgrade customer handling skills and selling confidence
  • ✔ Produce action plans to capitalise on identified opportunities and maximise profits

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Designed to re-engage and motivate your team, this course brings proven sales disciplines used by virtually every sales operation outside the retail motor industry.

  • ✔ Managing customer expectations to improve customer satisfaction
  • ✔ Understanding Sales Efficiency
  • ✔ Getting the right attitude and self-motivation
  • ✔ Turning telephone enquiries into sales
  • ✔ Meeting and greeting and customer qualification
  • ✔ Part exchange appraisals
  • ✔ Demonstrating and presenting the car
  • ✔ Four Square presentation

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Give your team a fundamental understanding of the sales process and ensure that you are totally familiar with the skills and controls needed to maximise sales.

  • ✔ Essential practical selling skills and techniques to increase confidence and conversion to sale
  • ✔ A winning sales attitude
  • ✔ Part exchange appraisals
  • ✔ Demonstrations
  • ✔ Closing the sale
  • ✔ Customer follow-up
  • ✔ Telephone skills
  • ✔ Customer qualification
  • ✔ Negotiation and objection handling

Events

Drive activity and appointments with a structured event plan that guides you through how to run a successful customer event. Our team will assist with customer data collation and how to compose email invites to your target audience. We conduct ‘on the job training’ on how to do the best invite follow-up calls to encourage attendance with our professionals hitting the phones with your team. We’ll also provide sales training for the big day to ensure that customers get the very best experience from your dealership.

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