PSSR Boot Camp
This 4-day sales training Boot Camp for Caterpillar Product Support field reps teaches how to proactively manage a territory and maximize sales opportunities. The workshop offers a highly interactive training that is structured for optimal results. PSSRs will learn a 5-step sales process (DISCOVER-DESIGN-DEMONSTRATE-CLOSE-CHECK) that aligns with Cat’s competency model for best practices. Reps are taught skills and techniques for how to develop sales opportunities from customer’s business issues, overcome objections, and close the sale. Applying the techniques taught, reps will develop a growth sales plan for their territory, with specific goals and objectives that provide management with measurable results. We offer customized PSSR Boot Camps for both Earthmoving (Course # 45559) and E & T (Course #52790).
Download Course Outline – Earthmoving
ISR Boot Camp
Inside sales requires critical skills. Your ISRs only have seconds to capture a customer’s attention and turn a conversation into a sales opportunity! This 5-day Boot Camp is designed to prepare Inside Sales Reps to proactively manage an assigned territory and includes instruction on prospecting, qualifying, account development, and value-based selling of Caterpillar earthmoving product support. The course combines instructor-led classroom and practical-application training, which includes reps making live sales calls to their assigned customers while being shadowed, one-on-one by a sales coach. The workshop also includes 1 ½ days of product and application training while touring Cat facilities and meeting subject matter experts in Peoria. ISR Boot Camps are available for Earthmoving Product Support (Course #40143), E & T Product Support (Course #41443). Monthly continuing education webinars featuring Cat subject matter experts are available for all ISR Boot Camp participants.
Download Course Outline – Earthmoving
High-Impact Parts Performance Training – Dealer Onsite Training
Your parts counter advisors are a critical part of your dealership’s customer-facing team. The goal of this 1-day course is to provide your team with the tools to meet customer expectations and deliver legendary service by teaching them to ask questions to understand needs, sell the value of Cat parts and service, and ask for the order! High-Impact Parts Performance targets key areas that have shown opportunity for improvement at many dealers such as: incremental sales, customer satisfaction, and the productivity of your parts team members.
High-Impact Customer Experience Training – Dealer Onsite Training
This workshop is designed to equip customer facing staff like Parts Counter Advisors, Field and Service Technicians, Rental Associates, and Dispatchers with the skills, knowledge, and tools to provide outstanding customer service that exceeds expectations in each encounter at your dealership. This 1-day, instructor-led course will teach participants how to build rapport with customers, how to handle conflict, and develop a customer-centric culture within the dealership. The course features numerous exercises, activities, and customized video elements that allows participants to practice the key skills taught throughout the training. Additionally, there is an optional cross-selling and up-selling 1/2-day curriculum that will equip participants with sales techniques and tools for growing business with your customers.
High-Impact Rental Sales Training
As outside factors like the economy, competition, and technology changes, it is crucial for your Rental Reps to broaden their skills, knowledge, and confidence to close more deals. This 1-day, instructor-led training teaches skills for quickly building relationships and proactively managing a territory, staying ahead of the competition, and maximizing rental placements. The course also provides tools for snagging the reactive rental when the deal is already on the street, and the emergency rental, when the dealership can build customer loyalty.
High-Impact Rental Coordinator Training
Rental Coordinators have a high level of contact service with your customers. Your Rental
Representatives can only be at one jobsite at a time, but the Rental Coordinator is always just a phone
call away. Rental Coordinators must be skilled in providing great customer service, taking deals off the
street and asking for the rental. Being a champion Rental Coordinator requires critical telephone skills
and this ½-day instructor-led training teaches vital closing skills to enable your team to retain more
business. Available as an on-site training or a virtual Instructor-led format.
Machine Sales Rep Boot Camp Training (Course #53869)
This 4-day sales development “MSR Boot Camp” training is specifically designed for Caterpillar’s Machine Sales Reps and focuses on how to proactively manage a field sales territory to advanced opportunities and develop relationships with prospects and customers. The MSR Boot Camp is available upon request and can be held on-site at your dealership.
Training is much more effective through participation, which is why the MSR Boot Camp features interactive role plays and exercises customized to your business using Caterpillar products. Reps learn how to probe customers to really understand their business issues and potential needs and how important it is to listen (Always Be Listening!). You close zero percent of the deals you don’t participate in so we teach MSRs that being a strategic partner or consultant to their customers means they can begin the sales process sooner than the competition.
ISR Advanced Selling (Course #42553) –
This 2-day expert-level sales development program is designed for Caterpillar Inside Sales Representatives (ISRs) with at least 1-year experience selling Product Support for Machines or Power Systems, or BCP/CCE Equipment. Inside Sales Reps will learn how to mine a territory for additional opportunities, use tools like texts, e-mail, and social media to support a sales cycle, and overcome more advanced objections. During the training, reps will develop a sales plan, with specific goals and objectives that offer measurable results for management.
ISR Manager Performance Breakthrough (Course #44216) –
This 1 ½ day instructor led workshop is designed to help Sales Managers raise the productivity and boost performance of their Inside Sales Rep team. The Performance Breakthrough training teaches managers how to design profitable ISR & PSSR territories, set revenue goals, and activity objectives. This program offer techniques for how to coach and motivate Inside Sales Reps to proactively manage their territories and improve performance.
Machine Inside Sales Rep (ISR) Boot Camp Training (Course #44214) –
Location: Raleigh, NC
This 5-day “Boot Camp” is designed to prepare Marketing or Machine ISRs to proactively manage a telephone sales territory and includes instruction on prospecting outside of the dealer’s database for potential machine leads, how to prospect from UCC, Dodge Report, Gelia leads, and calling on Cat Conquest Campaigns. This course combines instructor-led training on value-based selling of BCP/CCE machines and practical-application training, which includes the rep making live sales calls to their assigned customers/leads while being shadowed by a sales coach. The bootcamp also includes a full day at the BPC Training Center in Cary/Clayton where ISRs will receive practical and application product training from Cat subject matter experts.
Dealers partner with BPG because we offer knowledgeable instructors that understand your business! Our facilitators use proven techniques and offer an engaging learning experience with interactive exercises, roleplay, and group activities rather than just lecture with presentation.
Contact us today to learn more about our training solutions