Asset-Based Community Development (ABCD) Based on Handling Objection and Closing Techniques Training at PT United Motors Centre
Keywords:
training, handling objection, closing techniques, automotive sales, sales competencyAbstract
The Handling Objection and Closing Techniques training program at PT United Motors Centre was implemented to enhance the competency of the sales team in addressing customer objections and optimizing the closing process. The highly competitive automotive industry demands sales personnel who possess strong communication skills, customer-oriented negotiation strategies, and adaptive interpersonal approaches. This community service activity employed a structured mentoring model that included individual needs assessment, personalized development planning, role-play simulations, direct mentoring, and post-training evaluation. The results indicate a significant improvement in participants’ abilities to identify various types of objections, respond with solution-based approaches, analyze customer personality types through the DISC model, and apply closing techniques such as assumptive and benefit-summary closing. Additionally, participants demonstrated increased motivation, confidence, and digital literacy in utilizing technology-based sales tools. The program contributes positively to sales performance and customer service quality. Recommendations include continuous training, broader adoption of advanced sales technologies, and the strengthening of internal mentoring mechanisms. Overall, this program provides a strategic contribution to human resource development and strengthens the competitive advantage of PT United Motors Centre.
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