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This advanced Business Contract Hire (BCH) training course helps you build stronger commercial, sales and advisory skills within the automotive, fleet and mobility sectors. It is designed to help professionals confidently sell, present and explain leasing solutions in today’s competitive marketplace.
What you will learn:
Understand the key drivers, features and benefits of Business Contract Hire compared to other vehicle acquisition and finance options
Learn how BCH supports fleet procurement strategy, cost control, whole life cost management and corporate mobility planning
Develop confidence in answering customer questions about modern fleet funding and leasing solutions
Learn how to build trust and long-term customer relationships, even when operating without full OEM support
Understand how Consumer Duty requirements influence contract structuring, sales conversations and customer outcomes
Improve sales and business development performance through stronger pitch building and customer presentation techniques
Apply practical frameworks for selling contract hire solutions and improving value-based selling approaches
Navigate complex fleet purchasing and financing decisions with greater commercial awareness
Who should attend?
Suitable for professionals across the automotive, fleet, leasing, rental and mobility sectors
Relevant for sales, account management, customer service, product, operations and advisory roles
Designed for anyone supporting existing customers or working to bring new clients into the business
Helps professionals provide trusted guidance in a market where customers are facing uncertainty and need expert advice
Supports the identification of new commercial opportunities while strengthening long-term customer relationships
Focuses on asking the right questions to understand customer needs and provide tailored solutions
Helps reassure customers that they are making informed, valuable and confident investment decisions when working with you and your organisation
Learning Outcomes
By the end of this course you will:
Understand the features and commercial benefits of Business Contract Hire (BCH)
Communicate leasing and finance solutions clearly to build customer confidence and trust
Improve customer engagement and business development effectiveness
Use a structured four-stage framework to reduce customer uncertainty during conversations
Apply value-based selling techniques across the customer and sales journey
Handle objections and support stronger customer relationships and retention
Increase confidence when discussing fleet, finance and operational solutions with clients
Who trains this course?
Karen Morton 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.
Duration and Cost
9am - 4pm
This course is designed as an 'Driven By You' training course just for your business. Please get in touch with us by emailing [email protected] to discuss pricing.
You may also like our BVRLA SHIFT in Sales Training Programme.
BVRLA-Training-Terms-and-Conditions-for-Website.pdf
Cancellation Policy
Requests for cancellation of a training course booking must be received in writing via email to [email protected] 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.
Postponements
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 [email protected]. 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.
Please note that photographs and/or footage will be taken throughout this training course. These will be used by the BVRLA for marketing and publicity in our publications, on our website and social media platforms.
If you would not like to be included in any photographs or footage please let us know by emailing [email protected].
