Fleet sales, acquisition, and service of business clients

New Motivations has been supporting organizations in the development of employees, leaders, and teams since 1996, focusing on solutions that work in practice. They work with organizations in a way that ensures change is visible in daily operations, not just at the declarative level. They engage in team processes, organize work methods, and help people grasp context more quickly, make decisions, and take responsibility for results. Instead of one-off actions, they build solutions that remain within the company and start to function without ongoing external support.

The training develops skills related to acquiring and servicing business clients in fleet sales. Participants learn to plan prospecting activities, conduct sales conversations, build relationships, and present solutions tailored to the needs of business clients. The program also includes negotiations, finalizing contracts, and after-sales activities.

For fleet advisors, B2B salespeople, business client managers, and those responsible for sales and servicing fleet clients.

• Developing skills for effectively acquiring business clients.
• Improving competencies in conducting sales conversations and building B2B relationships.
• Strengthening skills in presenting solutions and finalizing fleet contracts.
• Organizing the process of servicing business clients and after-sales activities.

Benefits for the organization

• Improved effectiveness in lead acquisition in business contacts.
• Development of advisors' skills in executing contracts with business clients.
• Improved effectiveness in defending prices and client satisfaction based on collaboration-oriented negotiations.

Benefits for the participant

• Acquisition of skills for effectively acquiring business clients.
• Development of competencies in analyzing client needs and building solutions tailored to the current situation of the client.
• Learning practical skills in presenting solutions and responding to objections and closing transactions.

Day 1: Acquiring Business Clients

• Planning fleet sales – market analysis and potential.
• Targeting – improving effectiveness in acquiring business clients.
• Networking – utilizing social media and situational actions aimed at acquiring new clients.
• Cold-Calling – reaching out to decision-makers using the phone.

Day 2: Building Relationships with Business Clients

• First meeting and contracting the sales process.
• Needs analysis - recognizing the potential and expectations of the business client.
• Building solutions using the knowledge and experience of the business client.

Day 3: Presenting the Offer with a Business Solution

• Using remote communication to present the offer and solution.
• Educating the business client.
• Live presentation before the client – presenting the solution based on the offer of products and services.
• Presentation of the offer and the added value resulting from it.

Day 4: Finalizing Fleet Contracts and After-Sales Service

• Conversations with the business client about the pricing of the proposed solution.
• Model for responding to client objections.
• Commercial negotiations of fleet contracts.
• After-sales – servicing for fleet clients.

24 hours

• 4 workshops (4 x 6 hours)
• training materials
• training management
• training needs assessment
• personalized certificate in pdf
• online evaluation survey
• summary report from surveys