Professional Development

Selling Contract Hire

Course Description

Duration: 2 days (0900 to 1700) Venue: The Beeches, Bournville
Date: 20th-21st September 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 Duncan@bvrla.co.uk 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 aspect

Cancellations:

  • Requests for cancellation of a training course booking must be received in writing via email to training@bvrla.co.uk for the attention of the Learning and Development Professional.
  • Requests for cancellation received more than 30 days prior to the course start date incur an administrative charge for the processing of the refund at the rate of 25% of the course fee.
  • Requests for cancellation received more 15-30 days prior to the course start date incur an administrative charge for the processing of the refund at the rate of 50% of the course fee.
  • There is no refund on cancellations made 14 days or less prior to the course start date as there is an impact on other delegates who have booked to attend and could result in the course being cancelled overall.

Postponing:

  • Postponement of attendance from one course to a later course can be requested in writing as per the cancellations policy above to training@bvrla.co.uk.
  • Requests to postpone more than 30 days prior to the course start date will incur an administration charge of £35 + VAT.
  • Requests to postpone more 15-30 days prior to the course will incur an administration charge of £70 + VAT.
  • Requests to postpone 14 days or less prior to the course will be treated as a cancellation, with no refund payable.

Substitutions:

  • You can request the substitution of a delegate for another in writing as per the cancellations policy above to training@bvrla.co.uk. There is no charge for this.
  • Requests for substitution must be made no later than one business day prior to the scheduled course start date.

 

 

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 duncan@bvrla.co.uk to register for this course or for more information