One of our UK clients had been spending tens of thousands of pounds on TV advertising with an 0800 number, and was achieving a 2% sales conversion rate.
With our assistance and sales training, their conversion rate increased from a lowly 2% to a staggering 50%.
Sales volume increased
25 times !
We always deploy our own personnel first to ensure we have identified the optimal approach.
We then advise on how to increase average sale value and / or profit per transaction.
We will produce custom sales procedures which are implemented through comprehensive training sessions / workshops.
We have over 30 years of experience in the UK and USA markets, and have produced substantial bottom line improvements for hundreds of retail businesses.
PENDLE revolutionised the "ART OF SELLING" and have created sales processes that are second to none in numerous consumer markets.
After working for Ford Motor Company and then running a dealer group for a number of years, GREG RIGBY created the first structured approach to car retailing in the UK.
The "Motor Trade Sales System" created by GREG RIGBY in the 1980’s is still acknowledged to be the basis for all professional sales procedures in the industry today.
TRAINING MODULE 1 - MANAGEMENT & CONTROL OF PROFIT
We are the leaders in helping management to install systems and procedures which allow them to control the profits obtained by the Sales Department. We carry our consultancy assignments for Dealers and Dealer Groups to determine where the potential for increased Sales and Profits may lie.
In our recent work we have:
• Doubled the number of opportunities to do business through professional, controlled prospecting activityWe look at your sales activity in depth and analyse and make recommendations covering:
In the areas of CONSULTANCY and SALES TRAINING we:
Programme maintenance
We will also provide sales training aids to help your in-house training operation, help you to install an in-house training facility or assist with training where no in-house facility exists.
Contact GREG RIGBY on 01623 824442 to discuss training needs in your business.
TRAINING MODULE 2 - "OPENING"
• A GENERAL MODULE about the key ingredients of a successful sales person.
• MAKE YOUR CUSTOMERS WELCOME.
A module which discusses the greeting and initial interaction with customers who arrive at the dealership, and how the first 3 minutes are vital to success.
• THE REQUIREMENTS OF CUSTOMERS WHO DO NOT HAVE A PART-EXCHANGE.
We discuss how we can assist those who have disposed of their previous vehicle, how we ascertain their needs and requirements, and reminds us that we are legally obliged to supply a vehicle that is ‘fit for the purpose for which it is sold’.
• THE REQUIREMENTS OF CUSTOMERS WHO HAVE A PART-EXCHANGE.
We concentrate on the customer’s existing car, and ascertain their needs and expectations related to the car they are looking to buy.
• YOUR CUSTOMERS DRIVE THE CAR.
This module shows how to give a fully comprehensive and professional demonstration of the car we are selling. Every element is discussed in detail, together with the reasons behind why each element is important to achieve higher conversion rates.
Contact GREG RIGBY on 01623 824442 to discuss these training modules for your business.
TRAINING MODULE 3 - "CLOSING"
• DO YOUR CUSTOMERS WANT TO BUY THE CAR?
All successful sales people need to ASK FOR THE BUSINESS. This module covers how this can be done in a fully comprehensive and totally professional way.
• HELPING YOUR CUSTOMERS FINALISE THE TRANSACTION ... NO PART-EXCHANGE.
How to negotiate and agree a transaction with the no part-exchange customer.
• HELPING YOUR CUSTOMERS FINALISE THE TRANSACTION ... WITH A PART-EXCHANGE.
An illustration of how to negotiate and how to help the customers get a ‘deal’ and agree a transaction when the customers have a part-exchange.
• YOUR CUSTOMER HAS DOUBTS?
How to help the customer to answer any doubts and to come to what might be a difficult decision. This module includes objection handling and discusses the body language of all involved.
Contact GREG RIGBY on 01623 824442 to discuss these training modules for your business.
TRAINING MODULE 4 - "CONSOLIDATION"
• YOUR CUSTOMERS LEAVE HAPPY.
The day someone buys a new car is one of excitement. It is important that we recognise this and do everything to maintain this feeling and prevent the onset of buyers remorse. Each element is discussed in detail, including the need for repeat and aftersales business.
• YOUR CUSTOMERS COLLECT THEIR NEW CAR.
When the customers collect their new car we should spend time with them and generate goodwill for the future. This module takes us through all the things we should do to ensure this.
This is an opportunity to generate an ongoing business relationship, and great care should be taken to ensure the customers will want to return of their own volition - for servicing, parts, and repeat / referred business.
Goodwill, and the reasons for it are discussed in detail.
Contact GREG RIGBY on 01623 824442 to discuss these training modules for your business.
