We have conducted over 6000 hours of training in the mobility industry for Blue Chip Clients since 1999. Our Strategic Training focuses largely on how to gain superior results in the quickest time period, by adding unique value to individuals and organizations. Our success is largely attributable by accumulating global and local best practices that have produced exceptional results by tempering them to local conditions. We train and coach individuals to apply this select knowledge to daily tasks.
We write our own training manuals to suit our client’s requirements for the South African Industry as opposed to the offering overseas based ideas or generic solutions from other industries. Experience has taught us that follow up makes exponential differences to results gained from strategic training. We thus build in morning follow up sessions at determined intervals to ensure your strategic training investment produces the best results. We are firmly of the belief that “Successful people do fever things but focus on the more important things. They do them more often and get better at them.” We have over the years defined what these actions are and teach this method of success in our initiatives.
We discard all that irrelevant nice to know material and focus intensely on what adds value to stakeholders.
Each year we research what training initiatives would be most needed by the Industry and create or update these solutions.The following training initiatives are available for 2017 however we are flexible to create or meet any companies’ needs or tailor it to their industries requirements
TRAINING PROGRAMMES
Management and Leadership Skills
This 2 day course looks specifically at improving human relationship skills for managers that have never been exposed to these higher level skills .Content has been obtained from analysing numerous books by Global Motor Icons on Leadership and Management, University Journals including Harvard Business Review plus local experts like Brand Pretorius and Tony Manning.
What is Leadership and what is Management and how do we apply them effectively in a dealership to achieve a harmonious working environment that reduces staff turnover and achieves the dealerships and individuals goals.
The second leg to this programme is focusing on the 15 most important activities in terms of what Dealer Principals and Sales Managers should be prioritising on Daily ,Weekly and Monthly basis. This concise list has been drawn up by consensus of Industry Leaders on what actions will generate the greatest value.
Workshop assignments on various topics are discussed as groups of 5 individuals whereby one individual is chosen to present
Building an Iconic Lifestyle
All staff should be reaching the R 75 000 per person, per month GP generated target. Large, measurable, benefits can be generated from staff to achieve this target by undertaking a 1 day course to improve their effectiveness and productivity .
Areas covered include company values, vision and mission, teamwork, history of company, self-motivation, attitude, mind-set, goal setting, time management, customer relationship building and conflict management.
Any individual without goals, willpower and a burning desire to attain their aspirations will function at 30 % of their ability until they are guided on how to use the bulk of their ability.
Supercharging your Selling skills
This 2 day course is recommended for any new sales recruits and those individuals doing 5 or less sales per month .The areas in Building an Iconic Lifestyle are covered but onto this we add in the second day self-analysis of sales skills, traits of top sales executives, how to get people to want to buy from you, generating qualified sales leads, internet sales, qualifying customers effectively, the best kept secrets in selling vehicles, communication and presentation skills and building repeat customer bases.
We teach a highly successful, simple to use structured method that guides sales executives on how to sell a vehicle without having to apply persuasive tactics.
Prospecting and Internet Lead Growth in the South African Motor Industry
A one day course covering the areas that currently add the most value and benefits to any Sales Executives who does not have 10 qualified prospects a day to work on. No matter how motivated, goal orientated and driven by a desire to succeed; every sales executive needs more qualified prospects to reach their sales targets. We go through a morning of untapped and closely held concepts that give the average, willing sales executive all the tools needed to generate sufficient prospects to sell 6 or more vehicles a month in challenging brands and 9 per month in established brands.
The afternoon session explores the myth surrounding Internet Leads effectiveness and we dispel this via factual research from the USA market and our own statistics from the local market. We emphasise ten important points to master as a sales team and enlighten participants on how the global market is operating and has evolved.
Key to this topic is an exercise done by a much focused division of a large motor organisation eluding to the fact that 300 leads were declared dead. A task team was set up to revisit these customers and they closed 45 sales from these dead leads. Strong evidence that the same is probably happening in your division for numerous reasons unbeknown to you.
Management will tell you they doing all the right things but drill down deeply and this is generally poorly exposed. Very few companies can safely say that they are not wasting leads that cost on average R 200 each.
High Impact Prospecting and Building a Data Base for Sales Teams
A one day workshop with two half morning follow up sessions at 30 day intervals. Individuals should be able to generate at least 300 New Prospects a month going forward after the culmination of the workshop.
The Sales Team is coached on how to build up a Data Base using various sources of leads. Prospecting for High Probability customers who have the financial capacity to contract in the next 60 days, having the need for the vehicle and authority to purchase it, is explained in detail.
Different sources of leads are provided to candidates, high impact prospecting techniques discussed, modern retail buying patterns investigated, FML and Tender Business explained and lastly why Old School Tactics and Techniques will render you obsolete in 2 years in the current Internet environment.
Focused Management and Sales Activities applied by Top Performers
Successful people do fewer things. They define and focus on the more important things. They do them more often and become exceedingly good at them.
A one day workshop session where we focus in the morning on exactly what daily, weekly and monthly activities the top 10 % of Dealer Principals and Sales Managers focus on to achieve extraordinary results.
The afternoon is applied to Sales Executives activities and how the Sales Manager can coach the system and ensure that goals set by Sales Executives are measured and managed.
Course content is available on all the above topics.
We strongly recommend follow up sessions of 2 mornings over a 3 month period to ensure that all candidates are applying knowledge gained and that the investment in training is generating a positive return.