Professional Development

Selling Contract Hire

Course Description

Duration: 2 days (0900 to 1700) Venue: Chartridge Lodge, Chesham, Bucks
Date: 21st-22nd June 2017 Cost: £500 + VAT (Members Only)
Delegate minimum: 6 Delegate maximum: 16
Trainer: Grosvenor Training Services Format: Classroom

** BVRLA Rates are available for B&B accommodation should you need to stay residentially

* In-House training programmes available upon request.

*** Please contact Duncan McMillan on 01494 545719 or via email for quotations, booking enquiries and for help with accommodation.

Targeted firmly at sales professionals in the Contract Hire, Leasing and Fleet Management sectors who have some knowledge of vehicle acquisition methods. the emphasis of the course is on product knowledge and "effective sales techniques." For those that are new to the business they will learn from working with others and will leave with greater confidence in promoting the organisations services and products.

For newer staff it is recommended they have attended the BVRLA "Introduction to the Vehicle Fleet Industry" 1 day course prior to attending this two-day workshop. 
Return on Investment for you:
  • Improved product knowledge;
  • Improved sales confidence & skills;
  • Aids with remaining competent under FCA T&C guidelines.
The highly interactive nature of the course includes discussion, debate, case studies, role plays and practice. Delegates will leave with an abundance of confidence, a head full of applicable knowledge and ideas, handouts, self-made notes and a list of attendees to network with.
After the course all delegates are provided with a complete package of the course presentation materials. 
Learning Topics:
  • ·         Why Contract Hire?
  • ·         A refresher on what we know, the benefits, the implications  and the opportunities
  • ·         Recognising the opportunities through better product knowledge and forensic investigation
  • ·         Listening and Questioning Techniques – You are Not a Robot!
  • ·         The Sales v Buying Process using 6 Hat Thinking Methods
  • ·         Maximising the potential in the Contract Cycle
  • ·         Planning & Strategic Thinking
  • ·         Overcoming price sensitivity though more effective objection handling
  • ·         The Trust Builders – people are buying you!
  • ·         Personal Impact and Influence – Do you have me at Hello?
  • ·         Mindsets and Buying Enhancers
  • ·         Negotiation - beliefs, attitudes and behaviours that don’t serve us or our customers well
  • ·         The Sales Process and the Critical Role of Services
  • ·         Deal or No Deal – Taking Action

Delegate feedback:
"Encouraged involvement and made it applicable to our role"
"Very detailed and helped to educate me on different schemes"
"Excellent and invaluable in all aspects"

Who should Attend

Ideal for those who are new to the industry, new to the position in arranging contract hire, looking to refresh their technical knowledge, wanting specific knowledge about contract hire, seeking to improve their selling skills for contract hire arrangements.

How to apply

Call Duncan McMillan on 01494 545719 or mail to register for this course or for more information