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Expert Training Solutions for a Competitive Edge

Transform your business approach with Performance Management Group's specialized
training solutions. Our programs, grounded in over three decades of industry expertise, are tailored to supercharge your team's capabilities in Sales and Financial Services. Dive into a world of dynamic, results-oriented training that promises to elevate your operational success and drive substantial growth. Of course, if you choose to sell products other than those offered by Performance Management Group, our training programs are available for a nominal fee. Read the testimonials from some of our clients, and you'll see that Performance Management Group has the tools and experience necessary to make your dealership more successful.

Sales Training

Building a successful sales team

The most effective way to improve your sales department’s performance is to have a consistent training program. Utilizing our training services will insure your sales team has the tools necessary to be successful in today’s very competitive market. We have programs to assist your dealership in recruiting new salespeople as well as polishing the skill set of your sales team veterans. Our programs are economical and are customized for your dealership.

Today’s tight employment market makes it even more important to insure the success of your salespeople. No longer can you hire new salespeople anytime you need them. You must develop your own sales team. Your sales team’s success is directly related to their ability to market automobiles on a consistent basis. By offering your salespeople a consistent training program you are polishing their selling skills and providing them with the tools necessary to compete in this ever changing marketplace. If salespeople are selling automobiles and making money they are less likely to leave for greener pastures or get out of the business.

We offer 14 modules that are taught in 2 hour seminars. We believe that a 2 hour late morning seminar is the least disruptive and most beneficial. You will select a module on a monthly basis. The following is a list of available modules.

  • Good Impressions
  • Product Presentation
  • Prospecting
  • Leasing
  • Internet
  • Need Analysis
  • Negotiating
  • Closing Skills
  • Aftersale
  • Administration
  • Locates, Factory Orders
  • Increase CSI
  • Customer Follow Up
  1. Consistent hiring process. You must plant seeds and pick weeds. Having a training class for new hires quarterly will improve your sales team. Consistently hiring new sales people will allow you to be selective about whom you want to keep on the floor. Sales personnel who under perform can be terminated without losing coverage. Your existing sales team will understand that only performance will secure their position with the company.
  2. Provide training monthly for all sales personal to share success and ideas on a particular subject. This will help increase retention and build team spirit as well as sharpen your sales teams skills.

Services Provided By PMG:

  1. Conduct a week long recruiting & training seminar for new salepeople.
  2. Customized Training Manual for Dealership Sales Process.
  3. Customized achievement certificates for your dealership.
  4. Conduct three 2-hour “Tools For Success” seminars for all sales personal. Dealership management will select the topic for each training module.

Commitment From a Dealership:

  1. Hire new salespeople from monthly seminars.
  2. Pay for advertising associated with recruitment of personnel.

The Dealership will Benefit:

  1. Consistent training and recruitment to improve overall performance and production of sales department.

Sales Training Program

Training Outline

Meeting and Greeting (1.5 hours)
This teaches the students the importance of the first contact with customer.

Qualifying (4.0 hours)
The importance of qualifying a customer is stressed heavily in this segment.

Selecting a Car (3.0 hours )
We teach the importance of selecting a vehicle out of stock for immediate delivery.

Feature/Benefit (1.5 hours)
This segment shows the students how to point out exceptional features and explain to the customer why it will benefit them.

Demonstration (4.0 hours)
This teaches the students the art of demonstrating everything from anti-loc brakes to the cup holders.

Sell Service (1.5 hours)
This teaches the students to sell their Service Department as part of the “whole package” that the Dealership has to offer.

Appraisal (1.0 hours)
This section teaches the student what an appraisal is and how to subtly bring the value of the customers trade down in their mind without knocking the customer trade.

Close (4 hours)
Here we spend almost half our teaching time. We teach the student how to handle objections, how to trial close, how to use various types of closes (Ben Franklin, Assumptive etc..) depending on the type of customer and situation.

After Sale (.5 hours)
This familiarizes the rookies with the different types of after sale items that should be offered to the client after the price of the car has been negotiated and how to properly introduce their customer to the Business office.

Delivery (1.5 hours)
This covers : Getting the car ready, what paperwork needs to be done with the customers and how to properly deliver the car in order to receive high CSI scores.

Prospecting (2.5 hours)
This segment prepares the new salespeople to work diligently at getting people to come in to the showroom and ask for them.

Internet Referrals (2 hours)
This segment will help your salespeople understand how to correctly handle an internet lead. Your initial response to this customer will determine your success.

Leasing (2.0 hours)
This segment familiarizes new salespeople with all aspects of leasing, concentrating on terminology and why lease instead of buy.