Selling  PCP

This course is designed to ensure that all delegates understand how PCP works and can present it to their customers accurately and professionally.


  • Marketing Managers
  • Sales Managers
  • Business Managers
  • Sales Executives

The course will enable participants to understand the history of PCPs and the current PCP marketplace. They will know how to introduce the appropriate questions to correctly qualify a potential customer. They will be able to list and explain the structure, features and benefits of PCP. They will also be able to present a PCP product professionally using an effective structure to emphasise the key benefits.

1 Day

Core Topics:
  • PCPs - where did they come from and where are they going?
  • How PCPs work
  • Benefits of a PCP to both the customer and the dealership
  • Fitting PCP in to the sales process
  • Sales ‘hooks’ - what they are and how they work
  • Qualification - asking the right questions at the right time
  • Practical case play exercises
  • Validation exercise

Finance Training