← Back to TEC AcademyLevelIntermediate Duration2 days FormatIn person AreaSales academy
IntermediateIn person
Sales academy · SS-SPASmartSafe Sales Product Academy
A two-day course for distributor sales teams — getting to know the complete SmartSafe portfolio, recognising workshop needs, selecting the right product or bundle, demonstrating value and correctly handing the customer over to technical and after-sales support.
Training objective
Give distributor sales teams a practical understanding of the complete SmartSafe portfolio so they can identify the right customer, position the right product, demonstrate the key value, build profitable bundles and hand over the customer correctly to technical and after-sales support.
Who it is for
- Distributor sales managers and key account teams
- Product managers and category managers
- Technical sales engineers and demonstrators
- Regional partner managers and new SmartSafe sales staff
Prerequisites
Basic familiarity with workshop operations and the distributor role; no technical background required.
Course facts
Theory30%
Practice70%
Learning objectives and outcomes
- Explain the purpose of every SmartSafe product family and the workshop problem it solves
- Distinguish entry, professional and premium solutions without over-selling
- Identify the correct target customer and decision maker for each category
- Translate features into workshop value, new billable services and productivity gains
- Build cross-category packages instead of single-product quotations
- Run an 8-step sales conversation: profile, need, solution, demo, business case, bundle, support, next step
- Demonstrate only the functions relevant to the customer — not every menu and technical detail
- Set realistic expectations about installation, training, software and support and hand the customer over correctly to the technical team
Professional workflow
- PROFILE — workshop type, vehicle mix, service volume, skill level and growth plan.
- NEED — which problem or new billable service the customer is trying to solve.
- SOLUTION — select the correct product family, level and required options.
- DEMO — show only the 3–5 functions that prove the value for this customer.
- BUSINESS CASE — translate the solution into throughput, new services, risk reduction or labour savings.
- BUNDLE — add the products that complete the workflow and protect the investment.
- SUPPORT — explain installation, training, updates, service and escalation before closing.
- NEXT STEP — agree demo, technical validation, quotation, financing or implementation date.
Program by day
Day 1 — Diagnostics, alignment, ADAS and inspection
Day 1 builds the commercial foundation: how SmartSafe enters a workshop, how the diagnostic platform connects the portfolio and how alignment + ADAS become a high-value equipment conversation.
Welcome & SmartSafe sales strategy30 min
Module 1 — Diagnostics & connected software90 min
Module 2 — IMMO, ECU & measurement tools60 min
Live Demo 1 — Diagnostic sales demonstration45 min
Lunch break60 min
Module 3 — Wheel alignment portfolio90 min
Module 4 — ADAS, TPMS & tire inspection75 min
Sales Lab A — Build the right package30 min
Module 1 — Diagnostics (IQ Scan / D01 / ST-08)
- Target customer and correct product level
- Vehicle coverage, coding/programming and service functions
- SGW, Haynes Pro and software package logic
- Report, remote support and the connected ecosystem story
- Demo: scan, live data, actuation and report
Module 2 — IMMO & measurement tools
- When IMMO / ECU functions are a sales opportunity
- How to qualify skill level before selling
- Oscilloscope, multimeter and videoscope use cases
- Accessories and expansion modules
- Clear boundary between sales promise and technical validation
Module 3 — Wheel alignment (WA613 / WA861 / WAA)
- 3D alignment workflow and customer benefits
- Portable / wireless vs fixed-workstation positioning
- Space, lift, turntable and installation requirements
- Entry, professional and premium package logic
- Cross-sell: ADAS, inspection, diagnostic platform
Module 4 — ADAS & inspection (calibration + tire safety)
- Static / dynamic calibration concept and target options
- Why alignment and ADAS should be sold as one workflow
- Radar, AVM and special target extensions
- Tread measurement and inspection as a sales lead generator
- TPMS service workflow and recurring consumable potential
Sales Lab A — Build the right package
- Three workshop profiles: independent workshop, tire & alignment centre, EV specialist
- Entry, professional and premium proposals with the correct cross-sell
- Rationale for each device in the package
- A clear next step for each profile
Day 2 — A/C, ATF, EV, workshop equipment and complete solutions
Day 2 expands from conventional workshop service into EV and complete workshop development. The focus is on business opportunity, investment level and the correct technical handover.
Module 5 — A/C, ATF & fluid service90 min
Live Demo 2 — Service equipment45 min
Module 6 — EV & battery service portfolio90 min
Lunch break60 min
Module 7 — Workshop equipment60 min
Module 8 — Commercial model & objection handling60 min
Final Sales Challenge45 min
Assessment, certificates & action plan30 min
Module 5 — A/C, ATF & fluid service
- AC519 / AC519+ and ATF601 / ATF601+ — customer fit
- Database and adapter logic, EOC70, CNC602 / CNC605 / CNC605+
- Seasonal opportunity and recurring service revenue
- Connected consumables and recurring revenue
Module 6 — EV & battery service portfolio
- EV diagnostics (P01/P03/P13/E10/CE39): vehicle and battery-pack diagnostics, general EV workshop vs battery specialist, demo — identify vehicle, scan EV systems, show battery data.
- Electrical measurement (IRT01/ECC03/OM201/VM13): insulation, current, voltage and signal; why measurement tools increase diagnostic credibility; safety boundary — qualified personnel and correct procedure.
- Battery service (EB240/EB480/EP101/EP401/EP865): cell balancing, module testing and charge/discharge; investment ladder from portable to professional battery centre; cross-sell: lifts, tools, safety, diagnostics.
- HV component testing (ET30/ET500/DP901/DP903/ECP739): leak testing, HV power supply and electric compressor testing; positioning for advanced EV repair specialists; when to involve SmartSafe technical support before the sale.
Module 7 — Workshop equipment
- Lifts, tyre changers, wheel balancers, mechanic carts and supporting equipment
- How to use the broader portfolio to increase share of wallet
- Bundling equipment with diagnostics, alignment and EV
Module 8 — Commercial model & objection handling
- Product ladder, bundles and demo management
- ROI conversation: throughput, new services, risk reduction
- Implementation expectations and warranty / support path
- Common competitor objections: price, competitor, complexity, support, ROI
Final Sales Challenge — three real sales cases
- Case 1 — Independent workshop: 5 bays, strong diagnostics, no alignment or ADAS, wants higher-value services.
- Case 2 — Tire & alignment centre: high tire volume, existing alignment, wants ADAS + inspection and recurring TPMS business.
- Case 3 — EV specialist: growing EV volume, already owns diagnostics, wants to move into battery and HV component service.
- Team task (45 min): choose the SmartSafe package and explain each device; define what to demonstrate and what is not relevant; identify installation, training, software and technical-validation requirements; prepare a 5-minute pitch and one clear next step; respond to one objection.
SAFETY & SALES RULE: The sales team explains application and business value, but never presents advanced high-voltage service as a plug-and-play activity. Qualification, local regulations, workshop safety and technical validation are a mandatory part of every EV proposal.
Why this course matters
- SmartSafe is sold as an ecosystem, not as isolated products — every category creates a natural cross-sell opportunity into the next.
- A strong salesperson does not start with the model number: they start with the workshop profile and the service it wants to add. The model is selected only after capacity, customer volume, space, budget, software and development path are understood.
- The academy is organised by customer need and workshop development path, so the sales team learns the investment ladder and when to involve a technical specialist before the final quotation.
Training methodology
- Training format: 30% portfolio and technical fundamentals, 35% live product demonstrations, 25% sales cases / bundles / role-play, 10% final knowledge and practical assessment.
- Diagnostics (IQ10-S2/IQ12-S2, D01, ST-08) — first question: What level of diagnostics, coding, SGW and connected information does the workshop need? Cross-sell: ADAS, EV, IMMO, measurement.
- Wheel alignment (WA613/WA613F, WA861 Pro 3D, WAA613) — first question: How many alignments per day, what space and lift setup, and is ADAS part of the plan? Cross-sell: ADAS, inspection, diagnostics.
- ADAS (ADAS Pro+ V2/Pro+, radar and AVM) — first question: Which brands / sensor types are calibrated and is wheel geometry controlled first? Cross-sell: alignment, diagnostics.
- A/C (AC519/AC519+) — first question: Which refrigerants and vehicle types are serviced, and is EV thermal management in scope? Cross-sell: diagnostics, EV.
- ATF (ATF601/ATF601+) — first question: How many transmission services are done and does the workshop need database / adapter support? Cross-sell: diagnostics, fluid service.
- EV (P-series, E10/CE39, battery & HV service equipment) — first question: Is the customer an EV generalist, battery specialist or advanced HV component repair centre? Cross-sell: diagnostics, tools, lifts.
- Inspection (TTM313/113/619F, TPMS) — first question: How can inspection generate service leads and recurring sensor / tire revenue? Cross-sell: alignment, TPMS, ADAS.
- Workshop equipment (lifts, tyre changers, balancers, carts) — first question: Is the customer building a new bay, upgrading capacity or creating a specialist centre? Cross-sell: complete portfolio.
Practical exercises
- Live Demo 1: a diagnostic sales demonstration — from VIN to report and a 5-minute customer pitch
- Live Demo 2: a fast commercial demonstration of an A/C or ATF workflow
- Sales Lab A: building entry, professional and premium packages for three workshop profiles
- Final Sales Challenge: a complete SmartSafe proposal for a real workshop profile with cross-sell and next step
- Individual assessment: a 5-minute product pitch and objection response
Training equipment
- Diagnostics — IQ10-S2 / IQ12-S2, D01 (ST10), ST-08: scan, live data, actuation, report and connected support
- Alignment & ADAS — WA613 / WA613F, WA861 Pro 3D, WAA613, ADAS Pro+ V2 / Pro+: alignment workflow and calibration
- A/C & ATF — AC519 / AC519+, ATF601 / ATF601+, EOC70: service workflow and report
- EV — P01 / P03 / P13, E10 / CE39, IRT01 / ECC03 / OM201, EB240 / EB480, EP101 / EP401 / EP865, ET30 / ET500, DP901 / DP903, ECP739: diagnostics, measurement, battery service and HV component testing
- Inspection & IMMO — TTM313 / TTM113 / TTM619F and TPMS demo set; IMMO F3/G3/G5, videoscope, oscilloscope and multimeter
- Workshop equipment — lifts, tyre changers, wheel balancers and mechanic carts; current catalogue, software matrix and price list
Assessment and certification
Theory
- Short product-family knowledge check — covers portfolio, target customers and the first qualifying question
- Participant assessment — 5-minute product / solution pitch
Practical exercises
- Team task (45 min): a complete SmartSafe proposal for a real workshop profile — products, options, cross-sell, demo plan and next step
- Response to one objection: price, competitor, complexity, service support or ROI
- Correct customer qualification questions and a professional support handover explanation
Completion criteria
- Minimum 75% of the total score
- The participant must ask correct qualification questions before selecting a product
- Must select the correct SmartSafe package and explain each device
- Must respond to at least one customer objection
- Must prepare a clear next step (demo, technical validation, quotation or implementation)
- 8–12 participants; team work
SmartSafe certificate
TitleSmartSafe Sales Product Academy
Topics
- The certificate confirms practical knowledge of the complete SmartSafe portfolio and the ability to build profitable cross-category bundles
- Participants also receive the portfolio sales matrix, demo checklist, customer qualification worksheet and a personal 30-day action plan
- The certificate confirms sales knowledge of the portfolio — it does not authorise technical work on high-voltage systems
Final training outcome
TextThe participant leaves the academy able to sell SmartSafe as an ecosystem: from the workshop need, through selecting the correct product level and demonstrating the value, to adding complementary categories and explaining the support path.
Key points
- Certificate: SmartSafe Sales Product Academy
- Ability to run an 8-step sales conversation and build complete packages for three real sales cases
Key messageNever finish a demo with “these are the functions.” Finish with: “This is the service your customer can now sell, this is the workflow, and this is what SmartSafe adds around it.”
What participants receive
LabelPortfolio sales matrix
ValueOverview of families, key products, target customers and cross-sell opportunities.
LabelCustomer qualification worksheet
ValueFirst question per category and workshop profile.
Label5-minute demo checklist
ValueFocus on the 3–5 functions that prove value.
LabelBundle / cross-sell builder
ValueA tool for building complete packages.
LabelCompetitor objection worksheet
ValueResponses to common objections.
LabelPersonal 30-day action plan
ValueThree concrete actions for your own market.
Not included
- The sales team never presents advanced high-voltage service as a plug-and-play activity
- Qualification, local regulations, workshop safety and technical validation are a mandatory part of every EV proposal — not optional
- The course does not teach the technical execution of HV service or ECU/IMMO programming — that is the role of the technical courses
- The course does not guarantee universal compatibility of all models in all markets — the final list is adapted to the local portfolio
Register your team
Ready to prepare your team for this training?
Send an enquiry and we will arrange training tailored to your team, equipment and schedule — live at the SmartSafe Europe TEC Centre in Croatia.
