Fleet Sales Training Program

Fleet sales are fundamentally different from sales to end users. Business customers buy vehicles, agricultural machinery, or equipment not for personal use, but as tools to produce goods or deliver services. For these customers, equipment is a means of production, not an end in itself.

Understanding this shift in perspective is key to successful fleet sales.

Fleet Sales Also Include Public Procurement

Fleet business includes public sector sales, often through complex procurement processes. While public procurement is sometimes subject to scrutiny, it is a legitimate and widespread practice. The territory is large – spanning the entire EU – and all organizations with access to European funding are potential clients for authorized dealers.

Professional Fleet Selling Skills Program

Our two-day training program is designed for professionals in: automotive, agricultural machinery, and investment equipment sectors. It offers both foundational knowledge and advanced B2B selling skills.

Frequently Asked Questions (FAQs)

1. Who is the Fleet Sales Training Program designed for?
   This program is tailored for sales professionals in the automotive, agricultural machinery, technology and investment equipment sectors who engage with business and public sector clients.
2. What makes fleet sales different from regular retail sales?
   Fleet sales target business customers who buy equipment as a means of production. Their needs are functional, cost-driven, and often involve large volumes and long-term planning, requiring a consultative selling approach.
3. What skills will participants gain from the program?
   Participants will develop skills in business customer engagement, TCO analysis, proposal development, financial solutions, negotiation, professional communication, and objection handling.
4. Is the training relevant for public procurement sales?
   Yes. The program includes insights relevant to public sector sales, including navigating procurement processes and understanding how to align offers with institutional needs.
5. How long is the training and in what formats is it available?
   The training is a two-day program. It can be delivered as customized in-company training, depending on your team’s needs and preferences.
6. Can we assess our team’s learning needs before the training?
   Absolutely. We recommend conducting a Learning Needs Analysis (LNA) to identify specific gaps and desired outcomes, ensuring the training is tailored and impactful.
7. How do I get started or speak to an advisor?
   You can call us directly at +359 89 8525025 to speak with a program advisor or complete our enquiry form — we’ll contact you shortly to discuss your goals.