How to Train Your Employees or Team to Sell Effectively with GE Money Financing
2011-June-24, 5:43 PM
Here's a short presentation of GE Money new "Real Talk Ideas Worth Talking About" topic, "How to Train Your Employees or Team to Sell Effectively with GE Money Financing" presented by Jon Pershing (Strategic Account Manager) and Lisa Glander (Client Services Mgr. Emerging Markets).
How to Train Your Employees or Team to Sell Effectively with GE Money Financing?
Buy-in/commitment
Prepare talking points
Practice and role-play
Ongoing skills improvements
GET BUY-IN AND COMMITMENT
Determine why you're offering financing
Commit as a tea
Support from the top down
Challenge your team
Incentives
PREPARE YOUR TALKING POINTS IN ADVANCE
Selling is all about confidence
Practice
Conversation, not 'selling' financing
Use POP as point of reference
PRACTICE AND ROLE-PLAY
How to overcome objections
Why a store card over a traditional credit card
Know your promotions
Not 'last resort' financing
ONGOING SKILLS IMPROVEMENTS
Incorporate in weekly sales meetings
Share best practices and success stores
Placement of POP materials
Make yourself approachable
What to do on the Real Talk site:
View current topic materials.
Register for the monthly webinars on Real Talk topics
View the videos and share with your team
Download the team tools and use in your staff meetings.
Share your own tips, experiences and stories about consumer financing. You just might be the next dealer featured on the site!
Here are some details of the training guide "Train your team to sell with consumer financing"
At your next team meeting, use these effective training and skill-building exercises to improve confidence and success when discussing financing with your customers.
Discuss how your current approach to offering financing helps you do the following:
Idea 1
Commit as a team to improve our skills in offering financing
Ask your team: What process improvements or talking point changes might help make our financing offers more successful? Take it further: Discuss the benefits of selling with financing (for you and your customers) to bring clarity and purpose to these process changes.
Idea 2
Be comfortable, confident and successful
Ask your team: What information do you need to more comfortably and confidently offer financing to every customer? Take it further 1: What are some "icebreakers” that you can use to help you easily incorporate financing into your customer conversations and sales process? Develop two or three ideas as a group. Take it further 2: What are some typical customer concerns or hesitations about financing and how do you (or could you) respond to ease those concerns?
Idea 3
Practice and role-play
Ask your team: What aspect(s) of our finance program do you feel least comfortable discussing with customers (i.e., minimum monthly payment required, upgrade product/service selection with low monthly payments, the application and approval process, etc.)? What can you share with each other to increase your knowledge and comfort in these areas? Take it further: Divide into small groups or pairs to role-play and practice offering and discussing financing. As much as possible, try to use real concerns or hesitations you’ve heard from your customers.
Idea 4
Ongoing improvement of skills
Ask your team: How can we ensure our entire team stays on top of our game with regard to effectively offering financing to every customer and to address their questions and hesitations? Take it further: How can we schedule and structure team meetings to allow for ongoing information-sharing and to focus on improving our finance selling confidence and skills? Are there other methods that may work even better?
