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Boost your sales management skills at autoretailing 06

Sales professionals in the retail motor industry have a unique opportunity to get an injection of fresh thinking, plus some 'quick wins' they can take away to start increasing profits immediately – at autoretailing 06.

The convention includes a special programme of sales management workshops designed to equip the industry's executives with the tools and techniques they need to develop their careers and their businesses. There is no other event like it in the marketplace.

autoretailing 06 takes place on June 7 and 8 at the International Convention Centre in Birmingham. Brought to the industry by AM magazine and the Retail Motor Industry Federation, it is dedicated to helping pro-active motor retailers become even more successful.

Each 50-minute sales workshop is designed to give motor dealers the practical tools they need to make their dealerships and groups more successful. Expert workshop presenters will share best practice and offer clear, impartial guidelines for dealing with some of the major challenges that AM readers tell us they face every day.

The programme, on June 8, includes:

  • Who are your customers and how can you find more? – Kirk Fletcher, sales director, Experian Automotive

    Fletcher will provide a unique insight into the car buying public. In particular, he will show how it is now relatively straightforward to enhance your understanding of your own customers, identify those that are most profitable and, crucially, find more new customers for your business.

  • How to close more sales enquiries – Neil Pursell, managing director, MARTEC

    Pursell's workshop will explain some key strategies, tactics and practical word tracks to help delegates convert more of their enquiries into appointments and appointments into sales. The added bonus is, these strategies will help maximise your profit per unit as well.

  • Using the internet to sell more cars – Alex Lowe, head of sales & marketing, 2nd Byte

    Lowe will present ideas for getting more out of the internet, to help dealers better align their strategies with what consumers are actually looking to do. He will share techniques for encouraging well-qualified leads, plus some proven mechanisms and processes that will bring greater efficiencies to your advertising spend and lead-handling.

  • Creating a team of winners – Steve Robinson, training director, Sustaining Excellence

    Robinson's workshop is focused on how to create and maintain a positive attitude in your sales staff, and develop them into a highly skilled, knowledgeable and over-achieving team. Includes some practical steps you can take right now to inspire your people to motivate themselves.

  • Beyond sales process – Robert Purfield, director, Purfield Hines Partnership

    Purfield, an NLP expert as well as a master hypnotist and hypnotherapist, will explain how psychology affects the customer's behaviour and communication preferences, and at how car sales professionals can use that knowledge to build rapport and lift their performance to a whole new level.

    Other workshops covering key areas of aftersales and general dealership management will run throughout the day as well. Delegates can choose which workshops they want to attend, across all three disciplines, and in effect build their own management training programme for the day.

    Speakers at the conference that opens the convention on June 7 include Vauxhall chairman Jonathan Browning; Lyell Strambi, the boss of Virgin Atlantic Airways, giving a perspective from outside the industry; and the Rt Hon Alistair Darling MP. David Martin, one of the USA's top car sales training gurus and an inspirational presenter, will be speaking as well. The conference is chaired by Declan Curry, Business Presenter for 'Breakfast' on BBC One and BBC News 24.

    Two-day tickets to autoretailing 06 are transferable between colleagues in the same organisation.

  • For full details, see the website at www.autoretailing.co.uk
  • For more information, contact Luke Clements on 01733 468 325 or luke.clements@emap.com
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