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📧 Non-members: Please also email [email protected] to arrange your booking.
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Build Confidence. Drive Sales.
Develop the confidence, knowledge and practical sales techniques needed to sell finance products successfully. Combining self-paced learning with expert-led training, this programme equips delegates to understand customer needs, present the right solutions and confidently answer the question, "Why this product?"
Course Overview
Selling finance products requires more than product knowledge. Customers expect informed guidance, clear explanations and confidence throughout the buying journey.
The BVRLA SHIFT in Sales Programme has been designed to help sales professionals strengthen both their technical understanding and their consultative selling skills. Through a structured blend of online learning, classroom training and practical application, delegates will gain the confidence to recommend the right products, overcome objections and improve customer outcomes.
Whether you are new to finance product sales or looking to refine your approach, this programme provides practical techniques that can be applied immediately within your role.
“A very well delivered course with useful and interesting content that really makes you think - Karen was fantastic!”
Tim Aris, Athlon Mobility Services UK Limited
Who This Course Is For
Designed for professionals responsible for selling or recommending vehicle finance products within the automotive sector.
Ideal Learners:
- Sales Professionals: Looking to improve product knowledge, build confidence and increase sales performance.
- Business Development Managers: Seeking practical techniques to strengthen client relationships and identify new business opportunities.
- Account Managers: Wanting to better understand finance products and provide more valuable customer advice.
- Professionals New to Contract Hire: Looking to build a solid foundation before moving into finance product sales.
- Customer-Facing Teams: Who regularly discuss finance options with customers and want to improve the quality of those conversations.
Learning Outcomes
By the end of this programme, delegates will be able to:
- Understand the features and benefits of key finance products including Contract Hire, Business Contract Hire, Finance Lease, Hire Purchase, Personal Contract Purchase and Lease Purchase.
- Identify customer requirements and recommend appropriate finance solutions with confidence.
- Apply consultative selling techniques to improve customer engagement and increase conversion opportunities.
- Handle customer objections more effectively and clearly communicate product value.
- Use practical sales tools and techniques to strengthen conversations and improve commercial outcomes
Key Benefits
- Increased confidence when discussing finance products with customers.
- Stronger product knowledge across the most commonly used vehicle finance solutions.
- Practical sales techniques that can be implemented immediately.
- Improved ability to identify customer needs and recommend appropriate products.
- Greater confidence handling objections and explaining product value.
- A recognised BVRLA learning programme combining self-study with expert-led training.
Driven By You - Bespoke as you want it
Does this course sound like it could benefit a number of people in your business?
Consider our Driven By You option - bespoke courses and content, built to fit your needs, your budget, and your timescale. From small team sessions for 5 staff members to large-scale projects with 400+ participants, we can deliver it all.
No, as well as facilitating the courses online via MS Teams, we can deliver the course at any location – whether this is at our office or at a venue of your choosing.
As an Advisory guide Price, instructor-led online courses for 10 people start from £2,900 + VAT. Final pricing is bespoke and will depend on your chosen content, delivery requirements, business needs, and overall programme scope. Get in contact with us for a bespoke proposal at [email protected]
We would advise a maximum of 12 delegates per course but we can discuss any individual requirements with you to suit your needs.
Yes absolutely, we can work with you to ensure the course is exactly right for your colleagues.
We would not recommend this. For the best experience we advise each delegate should have their own laptop/iPad with a working microphone and camera.
Programme Structure
The programme combines self-paced learning with live instructor-led sessions to reinforce knowledge and support practical application.
Step One
Complete a pre-course questionnaire to assess your current knowledge and identify development areas.
Step Two
Complete six accredited e-Learning modules covering the fundamentals of:
- Contract Hire
- Business Contract Hire
- Finance Lease
- Hire Purchase
- Personal Contract Purchase
- Lease Purchase
Approximately 3.5 hours of content.
Step Three
Attend an interactive instructor-led workshop exploring product positioning, customer conversations, selling techniques and technical considerations.
9.30 - 4.30pm
Step Four
Join an online follow-up session to review how learning has been implemented, discuss return on investment and share best practice.
Meet the Trainer
Karen Morton
Karen spent her early career in PR, marketing and broadcasting. She has organised major exhibitions and launches in Ireland, the UK and the USA and her broadcasting has taken her as far afield as Hong Kong. With this vast experience she turned her skills to training and has been working with BVRLA members both in the UK and abroad for many years, delivering training ranging from industry knowledge and selling skills to customer service and coaching.
Pricing
This programme is delivered over four stages.
- Approximately 3.5 hours of self-paced online learning
- One full-day instructor-led workshop
- One online follow-up session
Delegates should complete the e-Learning modules before attending the classroom session.
*Book your spaces 2 weeks or more in advance of the course date and receive a £100 discount on the course fee*
Member Fee: £359 + VAT (Full Price £459 + VAT less than 2 weeks before the course date)
Non-Member Fee: £459 + VAT (Full Price £559 + VAT less than 2 weeks before the course date)
Driven by you Bespoke day - POA per group Size please enquire [email protected]
