Sales Training Methods
A Positive Approach
Automotive Training & Development uses a positive approach to sales training
that inspires and motivates our trainees and produces results. We teach our
trainees how to add value throughout the sales process, from the initial
welcome, through negotiations and closing, to delivery and follow-up. Our
training content and methods are designed to accelerate sales, profits, and
customer relations. We know we’ve succeeded if our trainees, their managers, and
their customers all smile.
Multiple Tools and
training methods use a variety of tools and interactive strategies that are
drawn from the literature on effective sales training and adult learning:
engage trainees in role plays, visualization exercises, secret shopping
experiences, and other interactive activities designed to promote enthusiasm and
of case examples.
in real-life cases and examples to illustrate what does or does not work. We ask
our trainees to share their own experiences as well. All of us have come across
GREAT sales people who built trusting and personal relationships and made us
feel comfortable with our purchase. We’ve also run across sales people who
failed to smile or make a personal connection, showed little interest in helping
us, and didn’t listen or respond to our wants and needs.
Te Teamwork and cooperation, not competition.
training focuses on generating self-confidence, motivation, and inspiration. We
encourage our trainees to work together, learn from one another, and provide
each other with constructive feedback. Creating a network of support during and
after training is an important part of our training methods.
strengths and assets, not weaknesses.
embarrass our trainees in public. We model effective leadership and salesmanship
by focusing on trainees’ strengths rather than their weaknesses and mentioning
progress where we see it. Of course, constructive feedback is always helpful if
framed in the right way.
We emphasize the importance of continuous learning throughout the training
itself and after the training sessions end. We provide tools, resources, and
concrete exercises so that trainees can sustain their positive mental attitude
and enhance their knowledge and skills over time.