Sales techniques for products, services, and accessories in automotive service centers

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 level of declarations. 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 begin to operate without ongoing external support.

The training develops the sales skills of service employees in selling products, services, and accessories. Participants learn to recognize customer needs, conduct sales conversations, present products, and respond to objections in a service environment. The program focuses on practical sales techniques and building value for the customer during service interactions.

For service advisors, customer service employees, service managers, and those responsible for selling services and additional products in automotive services.

• Developing skills in selling products and services in a service environment.
• Improving competencies in needs assessment and sales argumentation.
• Enhancing the effectiveness of product, service, and accessory presentations.
• Building confidence in conducting sales conversations and responding to customer objections.

Benefits for the organization

• Increasing sales efficiency in automotive services.
• Promoting the use of direct sales methods and techniques.
• Improving collaboration in creating, communicating, and utilizing sales opportunities within the service structure.

Benefits for the participant

• Development of practical skills in initiating sales topics.
• Increased confidence in the advisory relationship created with the service customer.
• Improvement of skills in presenting products and accessories.
• Enhancement of skills in argumentation and responding to customer objections in the service context.

Module 1: The Importance of Sales and Upselling

• Sales in the service, enhancing the sale of the main product.
• Building customer satisfaction and tying them to the brand and service.
• The significance of service acquisition for sales results in the aftersales area.
• Sales activities and the customer in the age of smartphone usage.

Module 2: Assessing, Stimulating, and Facilitating Customer Needs

• The role of needs assessment in argumentation and defending catalog prices.
• The model of needs assessment in the working conditions of various service roles.
• Stimulating customer needs, assumptions, and methods of operation.
• Facilitating customer needs in the service work environment.

Module 3: Presentation of Products and Services

• The chain of actions, from information to dynamic presentation.
• Principles of visual presentation of products in the service.
• Guidelines of behavioral economics and product and service presentation.
• Adapting the form of presentation to the situation and attitudes of service customers.

Module 4: Principles of Effective Sales Argumentation

• The language of benefits in conversations with automotive service customers.
• Sales argumentation as a skill to be developed.
• Working with customer objections, techniques, and response methods.
• Finalizing and ensuring the creation of sales opportunities for acquisition.

12 hours

• 2 workshops (2 x 6 hours)
• training materials
• training management
• needs assessment for training
• personalized certificate in pdf
• online evaluation survey
• summary report from surveys