The Evolution of Selling

Course Overview

Growing Sales One Satisfied Customer at a Time
Selling theory has undergone a fundamental shift which reflects the impact of an increasingly competitive marketplace, as well as a more informed customer base. The result is an educated customer who expects to be treated with respect and involved in the selling process! This course actively seeks to meet this need through a consultative sales and customer service approach. Research shows this will help to grow bodyshop sales while simultaneously creating increased customer satisfaction. If growing sales is important to you, don’t miss this highly interactive class with exercises, role plays, and case studies that help build a strong, consistent, repeatable sales process for your company.

To improve the selling and customer service skills of bodyshop personnel through the 5-step consultative sales process.

THE EVOLUTION OF SELLING – The sales process has evolved. Today’s customer is highly educated, has more choices available and expects to be involved in the selling process. Implementing a collaborative sales approach will naturally close more sales due to customer involvement in the process!

THE MVP SALES PROCESS – Many owners, managers, estimators and customer service personnel fail to use a proven, repeatable, sales process to interact with their customers. The 5-Step MVP Sales Process provides a verified approach for closing more sales and building the foundation for a positive repair experience. Participants will explore how the following stages increase sales by turning more estimates into repair orders. (1) Engage  →  (2) Discover  →  (3) Provide  →  (4) Assist  →  (5) Agree

Bodyshop personnel who are involved in any phase of the selling process and interact with vehicle owners, insurance direct repair programs, insurances agents or commercial fleet accounts.

2-day class

10 minimum, 24 maximum

I-CAR participants are eligible to receive 3.50 Gold Class points for this course. Automotive Management Institute (AMI) participants are eligible to receive 32 Accredited Automotive Manager (AAM) credits. Participants will receive a student manual, course hand-outs, lunch, refreshments, and an MVP certificate of completion.

Any PPG customer is eligible to attend any MVP Business Development Series course