Retail Dealership Sales Training
Now you can train your Dealers/Retailers/Re-sellers, to increase their (and your) sales and maximise their (and your) profits.
In 2008/2009, Kevin Cahalane researched, designed and developed a Dealer Sales Training Program for STIHL Pty Ltd. This program was delivered, around Australia, with outstanding results (see the Dealer feedback below).
The program is based on nine key steps to the sales process:
- Turn a telephone enquiry into a qualified ‘shopper’.
- Meet ‘n’ greet – ‘no second chance at a positive first impression – store/people/ merchandise.
- Build rapport and establish trust.
- Uncover buyer needs – discover additional sales opportunities.>
- Quality questions will discover the buyer’s ‘hot button’.
- Deliver a value proposition – stress benefits over features, of your products.
- Add value to the transaction – increase the value of the sale by 10% - 20% - 40%.
- Gain commitment – close the sale and open the relationship.
- Create a customer advocate – follow through and keep-in-touch.
This outstanding program delivered as a one day workshop covers every conceivable angle of the sales process, and can be tailored 100% to your organisation’s requirements.
Increase your sales to your Dealers/Retailers in 2010 by increasing their sales. They will thank you for it.
Below is feedback from the STIHL Dealer Development Manager and numerous Dealers (and their key staff from across Australia).
Kevin Cahalane was contracted by STIHL to deliver a one-day intensive sales training course at different venues around the country.
Kevin took the time and effort to thoroughly research and understand our objectives and was able to tailor the course to the needs of sales staff in our dealerships whilst ensuring it was flexible enough to cater for different skill levels.
Over a 3-month period every state held a number of training courses and I received very positive feedback from attendees and the state managers on the relevance of the training and Kevin’s enthusiastic delivery.
I have since received a number of request for similar training in the future as sales staff find benefit of putting into practise what they have learnt from Kevin.
In my experience Kevin Cahalane is a conscientious and dedicated trainer who delivers on his promises.
Hugh Freeman-Rice
Dealer Development Manager
STIHL Pty Ltd.
STIHL utilised the skills of Kevin Cahalane to conduct a nationwide retail sales training program, 100% tailored, for selected members of its Specialist Dealer Network – Dealer Principals and their key staff. The feedback was very strong, very positive and has made a dramatic impact on the bottom line results of a large number of participants.
Victoria/Tasmania
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Very informative and thought out. All encompassing.
Derek
Very high quality. Very professional.
T Van Der Zweep
Excellent. Very high quality. Levin was totally professional.
Chris
Clear and precise. (Course) materials were good.
P Langman
Great. Very clear and professional.
K Bibby
Very good and easy to understand.
N Treacy
Very professional. The workshop was well presented and easy to understand.
W Rutcliffe
Very professional, informative, relaxed.
N Mitchener
Very professional and enjoyable.
P Kays
Very good.
P Mahony
Very professional and friendly … a great learning experience.
C Purcell
Fast paced, interesting. Very professional.
G Pearce
Excellent. (Kevin) well spoken and very interesting.
S Burridge
A+.
C Rowley
Very interesting and a funny bloke. (Kevin) very professional without being a nob.
J Van Der Zweep
Very good, very professional.
M Chant
Very clear and professional … everything covered.
H Rantino
Exceptional, quality workmanship. (Kevin) fantastic. Great knowledge.
F Scarbossa
Very good, very high.
P Harland
Excellent … likeable bloke and very professional.
S Carter
Very informative and learnt a fair bit of new sales techniques. Very good.
S Bygrave
Good quality, easy to understand. Kevin clear and concise.
M Woodward
This is a great course.
C Broderick
Excellent. Good explainer of terms of reference in sales. Kevin very clear – made it easier to understand.
R Oswin
Full of good information. Very good.
P Caulfield
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Very good, well presented. Involved all people.
G Rose
Excellent, very well presented. Good, useful information.
J Harris
High quality information … introducing new ideas.
Jim
Excellent. High quality (course) material, that can be used at work.
P Mahony
A day well spent, learnt a lot.
C Asquith
Great – not over-powering.
S Campbell
Flowed well and was beneficial. (Kevin very well informed.
D Stone
Excellent. Thanks.
Wayne and Kaye
Very well set up … a wealth of knowledge.
R Bensch
Great job …
N Trefz
Great learning experience in sales techniques. (Kevin) engaged the group. Knowledgeable.
C Cardamone
Very knowledgeable – very professional. Good job!
R Hinton
Very educational. Kevin spoke very well.
L Purcell
Very good.
S Russell
Really good, very informative. Found Kevin very entertaining and didn't lose focus.
R Martin
Very good – knows what he's talking about.
B Larkman
Very good.
J Harris
Very good, high level of knowledge … made everyone feel comfortable.
J Coventry
Very good.
A Robin
Highly recommend doing. Excellent.
S Kelly
It was great. Always moving quickly, not dragging on. (Kevin) lots of knowledge.
T Ansell
Excellent quality. Kevin presented very well.
Matt
Well worth it. Fantastic. A+.
O McLennan
High quality. Easy to understand. Good pointers.
B Parsons
Good – large range of topics. Kevin informative all the way.
Stihl Shop DelorainE
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New South Wales
I would like to start by saying Thank You to Kevin for taking the time in preparing and presenting the sales course.
I found it to be informative, encouraging and motivating. I have put the training to good use and I am now able to get full price and am not easily talked down!
I believe that every STIHL dealer should attend this sales course. Derek has said that he will attend the next one in May as he has seen our sales increase. If all STIHL dealers did not compromise on price and stand by the product we wouldn’t have customers going from store to store for a better offer.
Hugh, the one day format was great and I learnt a lot from Kevin and in the group activities.
R Devine
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Terrific input from other participants. (Kevin) very knowledgeable.
B Gallagher
Excellent.
D Davies
Excellent. Kevin was able to work with us and was 'loaded' with lots of info.
R Devine
Good program. Kevin (well) presented.
I Kerry
Very helpful. Lots of points that Kevin made me wake up to. Outstanding.
G Kamchevski
Totally a sales guru … The Best!
J Staines
Excellent, covered a wide range …
S Hooper
Very high quality, well worth it – (Kevin) very professional and knowledgeable.
C Hoy
Professional and precise, very interactive.
Toni E
Great - informative – fun – impressive – very professional.
Kerry
I found the workshop very practical and relevant. Good quality presentation, good mix of humour.
M White
The workshop was very good, quality was excellent. Very professional – worth coming to …
A Blackman
Very good, informative. Lots of ideas.
J Neven
Great!.
J Radic
The whole process was very well planned … it creates better awareness.
A Gatt
Excellent.
A Carrier
Very good and informative with a lot of positive views.
A Jarvis
Great.
R Bose
Great solid quality. High level (professionalism).
Ross
Very good … will get more from the workshop, with reviewing and discussing with staff.
D Manson
Excellent.
B Biddle
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Very professional and educational. Very thorough course.
S Lanzafame
Fantastic.
D Datt
Went along at a good speed. Great topics, well explained.
H Katsikakis
Excellent. Very informative.
L Gatt
Top quality, very thorough, very professional.
Stuart
Excellent – very informative.
M Austin
Very professional and informative.
B Blythe
Very good – informal and easy to follow.
M Lachlan
Very good (Kevin) did a great job.
P Bright
Excellent, informative.
J Cox
Excellent – professional relaxed presenter made everyone feel at ease.
G White
Really good, really opened your eyes and made you aware. (Kevin) very professional.
M Portolesi
Excellent. Kevin explained everything well.
M Bartolo
Great - super.
D Devine
Helpful and constructive. (Kevin) friendly and a good communicator.
M Chapman
Very good - explained very well.
C Holland
A+ quality – learnt a lot! Exceptionally great.
J Edwards
Kevin was very good – lots of hints.
T Marquett
Very good, many interesting points. Lots of sales knowledge.
L Baker
Great – helped to break down what sales is all about. Very professional.
S Flynn
Very good, very helpful.
M Steep
Very informative. Excellent.
L Gatt
Very enjoyable and informative. Very interesting with good tips and ideas.
J Moody
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Queensland
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Excellent – (Kevin) spoke well – good analogies.
S Claydon
Very interesting. A lot of great ideas … Kevin is one of the most entertaining presenters.
C Howie
Very professional – very helpful.
T Kelly
Well prepared - have taken some ideas on board, so the workshop worked!!
Jon Vermeer
Absolutely fantastic.
M Lukritz
It was great. I learnt a lot.
J Rasmussen
Very good.
C Aynsley
It was well presented. I enjoyed it. Kevin did really well.
'Teagan'
Very educational. Explained things clearly.
D Kaltwasser
Very high. (Kevin) Very good.
D Granzen
Good Program. Information was informative. Kevin well spoken and professional.
P Thomas
Quite informative. Kevin very knowledgeable and relevant.
N Wessing
Great.
W White
Excellent.
J Reilly
Very thorough. Kevin very professional.
R Secomb
Very good and very well presented.
J Taylor
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Excellent – good information. (Kevin) good to listen to and interesting.
K Howie
Very professional – very helpful in my training to become a better sales person.
J Douglas
Very good. Explained very well.
L Pristine
New ideas are always welcome. (Kevin) definitely knows the subject.
M Mason
Highly professional, fun and informative.
E Bolitho
Excellent.
D Tonks
Very good.
S Ziebarth
Great.
G Krause
Very good.
Jim Vermeer
Very good information, easy to understand. Kevin was great.
D Francis
First class, informal and inviting.
M Brown
Very good. (Kevin) really understood his topic.
P Hoger
Very thorough. Kevin great. Kept us all interested.
D Nissen
Excellent. (Kevin) very professional in the way he presented himself.
W Horrigan
Very well done. Kevin extremely good.
'Jay'
Great. Good on ya Kev!!
N Wark
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South Australia
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I thought it was really good and easy to understand. Kevin was nice and clear easy to understand and get along with.
G Alympic
Very good.
A Henslridge
Great, very informative, good way of teaching and training.
'Jonathan'
Very good.
M Squire
Very good.
G Mew
Excellent. Very thorough.
L Northey
All aspects covered. Excellent.
F Farrugia
Excellent.
S Clark
Excellent.
R Begley
Excellent.
A Stokes
Excellent.
D Evans
Came across well … easy to listen to.
B McKellar
Very well presented, well spaced out and refreshingly informal.
P True
Excellent – lots of information.
T Dignam
Very informative, knowledgeable. Kevin knows what he is talking about.
A James
Full of info … a lot of useful keys. Very well done.
J Jones
Well run and thought out. Covered all bases.
E Heal
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I think it is good, it is a good relaxed environment, everyone can talk openly. (Kevin) good sense of humour, gets point across, very professional.
'Simon'
Very professional.
P Cooper
Very professional. Well spoken.
H McGarry
Very good. Will take ideas away and try and implement them. Kevin very informative.
D Franklin
Well presented and learnt new sales techniques.
O Middelhuis
Excellent.
L Rayner
Very good. Opened my eyes to better ways of approaching the sale. (Kevin) very good, easy to listen to and kept attention.
M Swinbourne
Excellent. Very informative.
P Maddern
Excellent.
D Hunter
Very good, informative, easy to follow.
B Nitschke
Excellent … very informative.
T Pettet
High quality, interesting, entertaining. Top work Kev!.
D Mulice
Excellent.
A Zachoryj
Excellent information.
B Elies
Excellent. Well presented and material – great.
S Lavender
Very good.
P Attridge
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Western Australia
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Very professional (not boring!). Informative and entertaining. Well carried out.
B Ashley
Very good – Kevin is a good presenter.
S Flynn
Kept a good pace … made you feel at east.
S Bathgate
Very good – informative and relaxed.
V Blyton
Very informative, (Kevin) very enthusiastic.
T Stuart
Very good information.
Z Van Wees
Very professional.
B Ridder
It was good – very helpful.
K Cook
Excellent - (Kevin) very experienced and professional.
L Keenan
Excellent.
A Witt
Very good. Fun.
M Beacon
Excellent. Very appropriate to our industry. Kevin led the course extremely well.
R Upton
Great.
C Repper
Good content, easy to follow … and enjoyable. Relaxed atmosphere, involved everyone.
W Snook
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Definitely taking away lots of good ideas to personally put into practice. Excellent.
D Robinson
Very good – I learnt a lot.
B Anderson
Excellent, very professional.
B Hiscock
Great.
M Spano
Well organised, very helpful. Clear and understandable.
A Shepherd
Very good.
S Hardy
Very informative.
G Spiers
Excellent.
I Keenan
Very indepth and knowledgeable. Great.
J Jones
Great.
J Whitley
Excellent.
'Keiran'
Very good quality, I learnt a lot of skills and (Kevin) very professional.
S Bowkett
Excellent.
P Woodward
Very good – very informative.
T Woodward
Very professional. Learnt some good points on sales.
M Camisa
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