SALES
SELLING TO DIFFERENT PEOPLE
GENERATIONAL BUYING CHARACTERISTICS
ESSENTIAL SKILLS FOR A TOP PERFORMER
This guide teaches you that successful selling isn’t one-size-fits-all — people have different buying motivations, styles, and decision-making processes. By recognizing and adapting to these behavioural differences (especially using DISC profiles), you can build trust, communicate effectively, and close more deals.
It applies both to general sales and specifically to car buyers, showing how to adjust your message, tone, and approach for each type.
This workshop focuses on understanding how buyers from different generations (Gen Z, Millennials, Gen X, and Baby Boomers) approach purchasing vehicles — their preferences, values, motivations, and what sales approaches work best for each group.
The goal is to equip car sales professionals with practical tools to tailor their sales pitch, improve customer satisfaction, and ultimately close more deals by adjusting the approach to the customer’s generational mindset.
In this module, we will learn how to manage our emotions under pressure, understand emotional intelligence, build resilience and mental toughness and, learn that 45% what we do is habit.
COOKING THE FROG
PRESENTING WITH PASSION
DISC PROFILING
In this module, you’ll discover how to build a foundation of trust that strengthens every aspect of your life—starting with self-trust, the cornerstone of personal growth.
Learn how to cultivate trust in your relationships, both personal and professional, by becoming more reliable, authentic, and accountable.
Explore the crucial roles of vulnerability and integrity in creating deeper, more meaningful connections.
Whether you’re looking to trust yourself more, enhance your relationships, or foster a culture of reliability, this course will guide you through the essential steps to develop trust and integrity at every level of your life.
Presenting your product is your best opportunity to excite the customer and spark their desire to buy—from you and what you offer. In today’s world, where information is everywhere, your role in facilitating the sale is more important than ever. But while customers can research specs and features online, they can’t feel the wow factor through a screen. That’s where you come in. Product knowledge is essential—but don’t just become a walking brochure. Instead, tailor your presentation to match the customer’s needs and their dominant buying motives. If you’re new to the product or industry, use the quiz at the end of this workbook to build your presentation using the key focus areas. It’s a handy reference tool that will help you stay sharp and customer-focused.
DISC Profiling gives a better picture of how you and others work best, independently and as part of a team.
Understanding the behavioural traits of people helps you know yourself and others in a new way. Ideal for people who want to connect and relate to more people more often on purpose.
Discover Profiles is a complete DISC profiling solution, combining advanced questionnaire, candidate and profile management with job profiling and matching.
WHEN THE VEHICLE IS NOT IN STOCK
NO SALE FOLLOW-UP
SELLING FROM THIRD POSITION
Learn effective strategies for handling customer expectations when the vehicle they want is out of stock or delayed. In this session, we’ll cover how to keep the conversation positive, maintain trust, and offer alternative solutions without losing the sale. You’ll gain practical techniques for managing disappointment, reframing the delay as an opportunity, and presenting options that keep the customer engaged and committed to buying from you—not the competition.
One of the biggest mistakes salespeople make is poor follow-up. A message like, “Just checking to see if you’ve made a decision,” might count as follow-up—but it’s not an effective one. In this workshop, we’ll introduce a 4-step process designed to turn “I want to think about it” into “I’m ready to buy.” You’ll learn how to follow up with purpose, using a “What’s in it for them?” approach that keeps the customer engaged and opens the door to another valuable opportunity—for both you and the dealership.
Selling from the third position is a powerful technique that shifts the focus from the salesperson’s or customer’s viewpoint to a neutral, consultative perspective. This approach reduces resistance, builds trust, and moves the sales process forward smoothly.
Selling from third position, where the goal is not to pressure the customer but to guide them through the buying process in a way that feels natural and collaborative.
ACTIVE, REFLECTIVE AND EMPATHETIC LISTENING
FILL THE FUNNEL
TURN A NO INTO A YES
This course is designed to help learners develop and improve their active listening skills, leading to better communication, stronger relationships, and enhanced understanding of others.
Through interactive lessons and practical exercises, participants will learn key techniques to listen more effectively, respond thoughtfully, and build deeper connections.
Maximising Every Opportunity – Inbound, Outbound, and Everything In Between
This section is designed as a refresh to sharpen your skills and mindset around the key lead sources that drive showroom traffic and online engagement. In today’s competitive and fast-moving market, customers are engaging with dealerships through multiple channels—often long before they ever walk in the door. The goal? Be ready, responsive, and relevant at every touchpoint.
Hearing “no” from a customer doesn’t mean the sale is lost—it simply means there’s something they need more clarity or confidence around. In fact, “no” is often just the beginning of a meaningful conversation. Customers are well-informed and often cautious about big financial decisions, your ability to reframe objections and dig deeper can be the difference between a lost lead and a loyal buyer.
WHEN THE COMPETITION IS CHEAPER
INBOUND PHONE ENQUIRY
MARKETING THE SERVICE DEPT
Standing Out Without Dropping Your Price
Price objections are common—especially when buyers have done their research online and found a “cheaper” option elsewhere. But cheaper doesn’t always mean better, and savvy salespeople know how to confidently shift the focus from price to value.
This module will equip you with the tools to respond professionally and effectively when a customer says, “I’ve seen the same car for less down the road.”
The goal of this module is to empower sales staff with the confidence and skillset to convert inbound phone enquiries into qualified, high-value leads—quickly and effectively.
This training is designed to help you take control of the conversation, deliver a professional and customer-centric experience, and secure more appointments that turn into sales. In a competitive market, the salesperson who can confidently turn a phone enquiry into a face-to-face opportunity will always have the edge
Effective marketing calls require more than just picking up the phone—they need purpose, structure, and value for the customer. This strategy outlines a proven framework to help you engage with customers confidently, deliver value, and drive results. Whether you’re promoting a special, inviting someone to an event, or following up on previous contact, this guide ensures every call has a clear objective and direction.
By focusing on WIIFT (What’s In It For Them), having a fallback option, and always scheduling a next step, you’ll increase your success rate, build stronger relationships, and open the door for referrals and repeat business.
OUTBOUND PHONE CALL
WHAT’S MY CLOSE
Boost Appointment and Show Ratios with a Proactive, Customer-Centric Approach
This workshop is designed to help you increase your appointment and showroom visit rates when calling existing customers—using a simple, structured strategy that puts the customer at the centre of every conversation.
Rather than waiting for walk-ins or online inquiries, top-performing salespeople proactively create opportunities.
A fun way of looking at common objections and ways to deal with them.
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