Power of no in Sales

Learners will cover why traditional “yes” questions create defensiveness, how to reframe key moments with no-calibrated wording, and how to apply this approach across core sales stages including appointment setting, internet leads, meet and greet, qualification, test drives, appraisals, closing hesitation, and follow-up messages.

Course Details

  • CPD Credit Value 2
  • Course Format eLearning
  • Course Duration 105 minutes
  • Provided By Institute of the Motor Industry

What do I receive?

A multi-part series of short nano tip videos teaching how to reduce customer resistance by using no-oriented questions and simple empathy techniques that keep the customer feeling in control.

CPD Credits

CPD Type Eligibility Credits
Professional Register 2
TechSafe N/A N/A

Who is this for?

Dealership sales teams across the automotive industry, especially Sales Executives and Business Managers who want a more natural, low-pressure way to move customers forward in calls, emails, the showroom, appraisals, test drives, closing and follow-ups.

The focus is practical language learners can use immediately, with examples that fit real dealership conversations and help prevent ghosting, cancellations, stalled deals and “I need to think about it” dead ends.

This course content has been provided by an IMI partner, Bridge LT

£39 + VAT Members*
£39 + VAT Non-Member
*Displayed price may not be available to all IMI members. Add to your basket to see your Membership saving.
Add to basket Buy Now user icon

Attend our LIVE Webinars

We are running a series of topical webinars to help address the current climate.

View our Webinars

Related Courses

View all courses