Does your dealership have trouble finding, hiring and keeping talented salespeople? I’ve found it to be a common problem for many and there are plenty of reasons why:

• The advertisements do not bring in quality applicants.
• The same ineffective salespeople from other stores apply.
• The new recruits cannot take the pressure of getting started in the business.
• The most experienced and talented salespeople are either promoted from within or hired away to manage at another dealership.
• The current sales force does not want a rookie wasting their opportunities and therefore blocks them out.
• The new recruits do not receive the proper training to give them a chance to succeed in the business.
• The sales managers do not have the time or (overall skill) to train someone new so they only hire experienced salespeople (refer to second item listed)
• The sales manager is not a trainer and can manage the force but cannot develop a salesperson that does not have any sales experience.
• The general manager probably has the skills but does not have the time to attend to the rest of the store and train new salespeople.

The evolution of the automobile salesperson has to be seen as just that, in order for you to continue growing your business. The most successful dealerships have embraced training and developing their own salespeople as the single most important factor in the growth process. Let’s face it, why do you think professional sports have the farm systems in place? Major league coaches know that they will constantly need new talent to replace the current ones that move on, retire, get injured, or any other reason to need to be replaced.The last dealership that I was in charge of was the prime testing grounds. I started with 8 salespeople and spent a lot of time developing this program. I realized that not everyone is cut out for the car business and I was working with a limited talent pool. I spent the last couple of years running these training sessions three to four times a year perfecting it along the way. In my time at the dealership, the sales force had grown from 8 to 24 sales professionals with 19 of them graduating from my program with none having prior sales experience. Moreover, 3 additional graduates have been promoted to management positions (new car, used car, and finance). Developing your people is the key to future success and I can help!

New Salesperson – Complete Hiring and Training Package

I have developed the most comprehensive new-hire training program in the Automotive Industry. This program includes the entire process for hiring and training a sales team including:

• Handling classified advertisements in local paper
• Interviewing and screening all applicants
• Development of trainee pay-plan
• Coordination of a coverage type schedule while learning
• Facilitation of complete “Road to the Sale” training
• Facilitation of follow-up sessions

Let’s face it. Hiring and training new hires is a time consuming process with mixed results. Coaching 4 Success has taken the stress out of the hiring and training process to ensure you receive a professionally trained sales force with long term retention. This computes to a high ROI, through higher profits due to better trained people. Isn’t your company worth the investment?

Types of Businesses :
Banks, Business owners, Therapists, Doctors, Dentists , Financial Planners, Attorneys, Restaurants, Service Industry businesses, Computer businesses, Drycleaners, Florists, etc.

There are many businesses that do not employ sales training for the business that could benefit greatly from the training. The reason most do not is because they do not see themselves selling a product or service or they believe the training would not “fit” their business. If you feel this way just ask yourself these 3 questions:

• Do I have a product or service that people want and or need?
• Do I (or my staff) come in contact with consumers?
• Is my bottom line based on consumers paying for my product or service?

If you answered yes to the questions above then sales training from Coaching 4 Success can help you and your business.We believe that you are doing yourself and your customers a disservice if you do not properly offer them your products or services. In order to do so, you need to be sure the people that you have on the front line that are “face to face” with your consumers are professionally trained. The difference this can have on your current level of business is incredible and will be an investment that will continue to pay dividends long past the initial training session.

Coaching 4 Success can develop a selling system and implement it to your staff with training sessions that will include resource materials for them to use on an ongoing basis. To further enhance the quality of the training program, follow-up sessions can be added. Training workshops can be set-up monthly, quarterly or semi-annually to fit the schedule of the business. Training can also be set up to fine tune certain aspects of the sales process that is already in place. Whether it is to compliment the current selling system or help create a new one, Coaching 4 Success can handle all of your sales training needs. Coaching 4 Success also offers individual sales coaching for those key people that want to invest in taking themselves to the next level of their success. (See Sales Coaching)

“Everyone is in sales, no matter what you do. Your entire life is a continuous process of communicating, persuading, and influencing other people. The only question is; How good are you in these areas?” – Brian Tracy

Workshops
Customized workshops designed by the Executive Coach tailored to your company’s needs and interests. Workshops can be designed for any number of employees. They may be developed for certain departments within the company or may be presented to certain employees. Workshops typically are presented in 2-4 hour segments. Companies can offer workshops on a monthly basis, quarterly, or as needed.

Group Coaching
Coaching in small groups allows your key employees to obtain the benefits of the Executive Coach with a more personal approach. The Executive Coach is able to personally interact with each group member providing expertise and guidance to each individual. Group Coaching offers the benefits of Individual Coaching but in a more general format in order to apply concepts to all group members. Group Coaching may focus on goals such as, Customer Service, Networking Skills, etc, that would apply to each group member. Group Coaching is offered on a weekly and monthly basis depending on the company’s needs.

Individual Coaching
This type of Coaching offers the most personal attention to the Client. It allows the person to engage with the Executive Coach one on one in a confidential environment without the eyes & ears of colleagues. It also focuses solely on the individual, giving her/him the benefit of concentrating on individual issues & goals. Individual Coaching is offered weekly and biweekly and can be conducted via telephone, email, and in person.

“Most leaders like executive coaching because: they receive direct one-on one assistance from someone they respect; they don’t have to leave their offices; it fits their timeframes and schedules; they can see fast results, if they’re dedicated.” — Training & Development, 3/1/99

Coaching 4 Success offers the Executive individual coaching to improve work performance in a variety of areas. These areas may address something specific:

• Time Management
• Productivity Levels
• Quality
• Marketing
• Performance Management
• Staffing Issues
• Operational Procedures
• Internal Communication
• Leadership Skills
• Conflict Resolution
• Team Management
• Networking
• Organizational Structure
• Assertiveness Training
• Goal Setting / Attaining
• Managing Stress / Emotions
• Customer Service

Depending on the Client and situation, the areas of focus may be more general:

• Company’s Role & Vision
• Business Strategies
• Life Direction
• Lifestyle & Business
• Life Balance

The areas of focus will be established during the Assessment session in which the Client and Coach will develop a Goal Achievement Plan that will detail specific goals and the objectives in which to follow to attain those goals.

How we are different from the rest?
By taking a popular topic and tailoring it to an individual business you can reach the participants more effectively and make sure the material is exactly what you want them to learn. Mr. Kennedy-Edwards personally reviews the training information that he has developed with the person in charge and then facilitates the workshop himself. This ensures the participant’s maximum understanding of the material since all questions can be answered on site.

Our Most Popular Sales Process Workshops

• Prospecting/Networking
• Proper Introduction
• Building Rapport
• The Customer Source
• Suggestive Selling
• The Event that Triggered the Need
• Sales Etiquette
• Discovering Needs
• Product Knowledge
• Product/Service Presentation
• Trial closes
• Overcoming Objections
• Closing the Sale
• Negotiations
• Follow-up
• Why Buy From Me?
• Menu Sales

“Don’t go around saying the world owes you a living. The world owes you nothing. It was here first” – Mark Twain

Business owners
In many cases, the person that gets the least amount of help is the person who owns the business. The person that is responsible for the overseeing of a business can benefit from someone to help them fine tune their selling skills. This can be in selling the product or service or in selling his/her business to prospective employees, or in learning effective training methods to use with employees. The independent business owner is almost always selling something to someone.

Sales team
Sales training for the sales team can consist of small groups of just a few individuals to groups of 20 plus. The training sessions are customized to the needs of the business. Sales team training can be for a specific topic or complete A to Z training.

Management staff
Sales managers are responsible for the hiring, training and motivating of the entire sales team. Many of the sales managers have not had any training in these areas and were promoted because they were excellent salespeople. To further the investment in these individuals, Coaching 4 Success can offer advanced sales training or individual coaching. (See Sales Coaching)

New hire sales training
Coaching 4 Success can develop and facilitate a complete new hire training package to provide a thorough training of new employees. This program can fit any business and can incorporate selling skills that are pertinent to the company.

“Set priorities for your goals. A major part of successful living lies in the ability to put first things first. Indeed the reason most major goals are not achieved is that we spend our time doing second things first” – Robert J. Mc Kain

“Those who invest in themselves continue to succeed while those around them continue to make excuses for lack of business. Control your destiny, only you can make you succeed.” – Robert Kennedy-Edwards