Traditional methods of automotive sales training has its pros and cons and I wanted to take this time to compare the traditional method vs. some of the other strategies we’re looking at from other industries.

First, let’s take the three key elements of showroom sales and break them down by their categories.  Again, these may not be conclusive as they are the most common practices among dealerships.

• Method 1: Off-Site Seminars


• Method 2: On-site Seminars & Computer Trainings


• Method 3: Shadow-Veteran Training
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• These three methods have been around for decades and are self-explanatory for any dealer.  As such let’s examine what they offer in terms of increasing productivity.
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  Off-site seminars provide a way for dealers to invest in a wealth of knowledge from industry consultants and gain access to things like word tracks, handbooks and other take-home study materials. 

On-site seminars & Computer Trainings allow the dealer and sales reps to participate in building up their arsenal of process and closing techniques.  The attention to detail is usually higher as on-site training that includes video modules usually contain a higher level of retention, attention to detail and follow-up sessions.

Shadow-a-Veteran training caters to new-reps only, but this technique enhances focus and allows the rookie salesperson to witness all-star action.  They get to see the entire process played out, as more questions with one-on-one relationship and build more confidence as they witness the art of the sale.

According to numerous studies, people retain less than half of the first three traditional methods as follows:

• 1. Off-site Seminars: 5% of Lectures
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• 2. On-site Seminars & Computer Modules: 20% of Audio-Visual
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• 3. Shadow-Veteran Demonstrations: 30%
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Think of it this way.  If a sales team has an opportunity to get the best retention method of traditional sales training by shadowing a veteran, watching videos and attending seminars, then they still can only retain a maximum of 55% to assist dealers in reaching their sales objectives.  So, what do what now?

The New Method: Blitz-Training

Blitz-Training is a new method borrowed from high-performance consulting firms in top sales organizations outside of the automotive industry provides the HIGHEST RETENTION RATE at 95%.  How?

Well, if you examine the key factors of every successful military objective then you will know that soldiers do not train in the barracks or in a lecture hall.  Instead, the field is simulated where troops are required to observe, plan, adapt and respond in real-time combat scenarios.

Now, how many scenarios will a salesperson face when making a call, qualifying a customer, presenting a product, or negotiating a deal.  The objective of blitz-training employed in top-producing sales organizations outside of the automotive industry is to quickly increase the salesperson’s recognition of buyer motivations, rapidly adapt, effectively present products, and successfully navigate through negotiations.

Successfully increasing the speed, strategy arsenal of execution through repeated sales simulations in real-time in the showroom places salespeople in the environment they will be employing these tactics.  This is the idea of Blitz-Training; to make the salesperson sell up to three cars per day even if only one of the sales are with an actual customer.  Eventually, handling a customer properly and executing a sale becomes second nature and the ramp-up time can be less than a week.  Reconditioning a veteran salesperson also come into play. 

From making calls & employing scripts to qualifying, presenting, and negotiating at least three times per day any sales team will certainly have the stamina to maintain peak performance to start and finish strong month-after-month.

Blitz-Training via Sales-In-Action is in my opinion a superior method of sales-readiness training than that dealers should be employing today.

Let me know your thoughts.   You can message me on Facebook at https://www.facebook.com/realcarskil or open a dialogue by commenting below.

Thank You!