Sales techniques and used car acquisition

Nowe Motywacje has been supporting organizations in the development of employees, leaders, and teams since 1996, focusing on solutions that work in practice. They work with organizations in such a way that change is visible in daily operations, not just at the level of declarations. They engage in team processes, organize the way of working, and help people grasp context faster, make decisions, and take responsibility for results. Instead of one-off actions, they build solutions that remain in the company and start to work without ongoing external support.

The training develops practical skills related to the sales and acquisition of used cars. Participants learn to build the buyback process, conduct conversations with customers, evaluate cars, and manage the process of selling used cars. The program also includes follow-up actions and building customer loyalty after purchase.

For sales advisors, used car salespeople, sales department managers, and those responsible for the buyback and sale of used cars.

• Developing skills in acquiring used cars from various sources.
• Improving competencies related to the valuation and sale of used cars.
• Enhancing the effectiveness of follow-up actions and building relationships with customers.
• Organizing the buyback and sale process of used cars.

Benefits for the organization

• Increasing the number of buybacks of cars from trade-in sources.
• Streamlining communication between NC and UC.
• Increasing sales and customer retention in the used car department.

Benefits for the participant

• Gaining knowledge about various sources of acquiring used cars.
• Understanding the motivations that drive customer decisions.
• Ability to plan and execute follow-up contacts and obtain recommendations from customers.

Module 1: Identifying Sources of Acquiring Used Cars

• Identifying internal sources of acquiring used cars.
• Trade-In. Assumptions and construction of the car acquisition process.
• Collaboration with the NC showroom within the Trade-in process.
• Identifying and discussing external sources of acquiring used cars.

Module 2: Building Stock and Valuing a Used Car

• Building stock of used cars – principles, pro-tips.
• Planning the purchase price – bottom-up and top-down methods.
• Contracting with the customer for car valuation and providing a buyback offer.
• Difficult situations during buyback, e.g., the need to lower the originally proposed price.

Module 3: The Process of Selling Used Cars

• Assessing the needs of used car customers as a crucial element of the sales process.
• Customer purchase motivations – reaching the real reasons for buying.
• Presenting the car and building a benefits argumentation.
• Negotiations and non-price sales arguments (what to do when there is a lower price at a nearby dealership).

Module 4: Building Customer Loyalty

• Follow-up. Why it is worth contacting customers after they pick up the car.
• Follow-up contact calendar. Bank of reasons for contact.
• Working with difficult situations during follow-up conversations.
• Gathering recommendations – workshops with real customers.

16 hours

• 2 workshops (2 x 8 hours)
• training materials
• trainer's travel to the venue
• training management
• training needs assessment
• personalized certificate in pdf
• online evaluation survey
• summary report from surveys