Your business development center (BDC) is the backbone of your dealership’s sales operation. This team is often the first point of contact for potential customers, handling everything from initial inquiries to appointment scheduling. But if you’re like many dealership owners and managers, you might be feeling the squeeze of being short-staffed.

Maybe you’ve watched as your sales leads try to squeeze training sessions between their already packed schedules, or you’ve noticed that some of your best practices feel a bit outdated. The good news? The right BDC sales training can solve these challenges and get your team firing on all cylinders again.

Understanding Automotive Sales BDC Training

BDC sales training gives your team the tools they need to engage leads quickly and effectively, so they have the best chance of becoming sales. It’s a specialized training that focuses on helping your BDC reps master everything from handling initial phone calls to following up with potential buyers and booking solid appointments.

In the age of the automotive internet, BDC sales training matters more than ever, because buyers are doing most of their research online before they ever talk to a BDC rep or step foot in your showroom. They’re more informed, more selective, and expecting a smoother buying experience. A well-trained BDC team can boost your appointment rates, increase show rates, and help close more deals.

Signs You Need a Sales BDC Training Program

Even the best BDC teams need regular training to stay sharp and keep up with changing buyer behaviors. Here are some clear signs it’s time to invest in BDC sales training:

• Your show rates are dropping: Your BDC team sets appointments, but customers aren’t showing up. This often means your team needs help with appointment-setting techniques and follow-up strategies. Training can teach them how to better qualify leads and get customers through your doors.
• You’re hearing the same old scripts: If your team is using outdated automotive BDC phone scripts or isn’t able to improvise, they may not connect with today’s buyers. Fresh training can help them learn to have natural conversations, while still moving customers toward a sale.
• Your team struggles with objections: If you notice your BDC reps getting stuck when customers raise concerns about price, availability, or timing, they may need new techniques for handling objections effectively.
• Your sales team is overwhelmed: They’re trying to handle floor traffic, close deals, and train your BDC reps – not to mention keep up with after-hours leads – and something’s got to give. If your sales managers are stretched thin, it’s time to bring in outside help.
• Lead response times are lagging: Ideal lead engagement response time is 10 minutes – and definitely not more than 20. When it takes longer to respond to new leads, you’re likely losing sales to competitors. BDC sales training combined with the right tools can help your team develop better processes.

Core Skills to Cultivate in Sales BDC Training

Just like a car needs regular maintenance, your team’s skills need consistent attention to stay in top shape. As sales techniques evolve and buyer preferences change, these core skills become even more important.

Communication Skills

Clear, confident communication is the foundation of successful auto sales. Your BDC team needs to master phone scripts and etiquette, email writing, and text messaging, all while maintaining your dealership’s voice. Sales BDC training helps them learn to ask the right questions, listen actively, and respond in ways that build trust and move the sale forward.

Product Knowledge

Today’s customers know more about the cars they’re interested in than ever before. For a sales BDC, automotive training often starts with making sure they have deep product knowledge so they can speak confidently about different models, features, and comparisons. Regular training keeps them up-to-date on new inventory, special features, and competitive advantages of your vehicles.

Customer Relationship Management

BDCs aren’t just about getting auto sales leads – they should nurture relationships through the entire sales process. BDC sales training helps your team master your CRM software, track customer interactions effectively, and know exactly when and how to follow up. They’ll learn to turn data into insights that help close more deals.

Auto Sales BDC Training Techniques to Unlock Potential

It isn’t just the way people buy cars that’s changing – training needs to change, too. Modern sales BDC training programs use several proven techniques to help your team grow and adapt.

Interactive Workshops

Sitting through long lectures doesn’t work anymore. Interactive workshops get your team involved in their own learning. They’ll work through real situations they face every day, practice new techniques together, and share what works and what doesn’t. This hands-on approach helps them remember and use what they learn.

Role-Playing Scenarios

Your team needs practice before they get on real calls. Role-playing lets them try out new skills in a safe environment where mistakes don’t cost sales. They can test different approaches and get feedback from trainers and peers. The more they practice, the more confident they’ll be with real customers.

Continuous Learning Opportunities

The automotive world moves quickly, and BDC sales training should, too. Your team needs continuous opportunities to learn and grow. This might mean weekly coaching sessions, monthly skill refreshers, or access to internet BDC sales training resources they can use anytime. Regular learning helps keep skills sharp and motivation high.

Customized Training Programs

Every dealership is different: Maybe your team excels at initial contact but struggles with follow-up. Or perhaps they’re great on the phone but need help with email and text messaging. Your sales BDC training program should focus on your specific challenges and goals.

What to Look For in a BDC Sales Training Partner

When it comes to automotive sales, BDC training can make or break your team’s success. You need the right partner that not only focuses on the skills and techniques we’ve outlined above, but that also has the right credentials. Here’s what to look for.

Industry Experience

Sales BDC automotive training should always come from a company who knows the auto industry inside and out. They should understand dealership operations and the unique challenges your BDC faces. The best partners have worked in dealerships themselves and know what really works on the phones.

Proven Track Record

The company should have success stories and real results they can share. Ask about their work with other dealerships and what kind of improvements those dealers saw. Ask for references from other dealerships they've trained, so you can hear firsthand about their experience and results. And always read online reviews if you can.

Flexible and Ongoing Training

Your BDC sales training partner should offer different ways to learn, from in-person sessions to virtual coaching. They should be flexible and provide resources your team can access anytime. They should also offer ongoing training like follow-up coaching, check-ins, and resources to help your team keep improving.

Proven BDC Sales Training from Better Car People

Better Car People checks all these boxes and more. We’ve trained thousands of BDC teams across North America, combining hands-on training with cutting-edge technology. Our sales BDC training program includes:

• 24/7 support to keep your team sharp
• Advanced software that streamlines operations
• AI-powered call analytics to spot improvement areas
• Custom training paths for your specific needs
• Proven strategies that boost appointment rates
• Tools to track and measure your team’s progress

Ready to give your BDC team the training they need to succeed? Book a meeting with Better Car People today and let’s talk about how our BDC sales training can help your team reach their full potential.