Classes everyday, Encompassing EVERY Department!
A three-day (2.5 Hours Daily) course designed for the individual just entering an Auto Sales Career. Students will learn the basic principles of psychology and structure, as well as how to understand the customers mindset. They will be introduced to a Logical Road to the Sale that creates strong Mental Ownership by being able to effectively answer a buyers four main questions. Students will learn how to handle the Customer's obstacles and how to effectively respond to them. Extensive role playing and scenario-based situations will be covered.Who Should Attend: New Salespeople
* All Classes are EST
A 3.5 hour course based on David's book, Secrets of Inspirational Selling. In this course, students will leave having a strong level of recognition into a valuable Presentation & Demonstration process from the Meet & Greet through the Service Walk. Students will learn how to create a non-defensive posture in each Customer and how to eliminate being lied to by a Customer. The student will learn the importance of spending more time presenting and demonstrating their product, selling the Dealership, and their personality, rather than negotiating the deal. They will learn how to present their product in a manner that will make closing the deal so much easier. Who Should Attend: Sales Managers, Salespeople
This 3.5 hour course exposes the student to a 4-step process for overcoming objections. This process is designed to inspire the Customer to have second thoughts as to why they should make their purchase now versus the old school mentality of begging, whining and pleading with the Customer. Students will learn the essential skill of storytelling, how to use empathy to disarm the customer, and strategic closing techniques that does not require lowering the price to succeed. There will be some basic development of individual thought tracks and role playing. Who Should Attend: Sales Managers, Salespeople
This 3.5 hour course will teach each participant a structured process for handling each type of Phone-Up. Basic structured steps that are easy to follow and guide the conversation to its most desired conclusion, an appointment that shows. Each student will begin the development of their own individual thought tracks based on their personality within those structured steps. Role play and scenario-based situations will be utilized to enhance the learning process. A must class for anyone who takes a Phone-Up. Who Should Attend: Sales Managers, Salespeople
A 3.5 hour course designed for Salespeople and E-Commerce/Internet/BDC staff members. The ideas included in this course have been developed and utilized by some of the most successful Salespeople in the country. The student will gain comprehensive knowledge on some of the best prospecting ideas that will create instant traffic and opportunities. Skill sets will be taught for prospecting in today?s market, unsold follow-up and sold follow-up. Also included will be the most effective ideas for staying in touch with sold Customers that will create a long-term relationship. Who Should Attend: Sales Managers, Salespeople, BDC Staff
A 3.5 hour course designed around giving the student a true skill set on mastering the negotiation process with their clients, in any situation. Far too often salespeople are not equipped to handle some of the most common negotiation obstacles or objections, this often leads to a loss of sales and personal income. In this course, the student will gain a complete knowledge of what negotiations is, the psychology taking place within negotiations, and how to close any sale no matter the degree of difficulty. The student will learn the DLA objection handling process and how to effectively justify the offering to any type of customer. The student will learn the most common negotiation mistakes and how to avoid them. The end result will be more sales, more gross, more income, and much happier customers.Who Should Attend: Sales Managers, Salespeople, BDC Staff
A 3.5 hour course on effective Lead Generation ideas and concepts. We will review structured concepts for ongoing sold and unsold Customer follow-up that generate shows. Time will be spent developing personalized thought tracks for both inbound and outbound calls, emails, and online chats. Role playing and critiquing common phone call and email scenarios will be a focal point of the program. This course will demonstrate the importance of understanding how to create valuable contacts and ensure that your Dealership will be the one to attract the Customer for a visit. This course is a must for anyone directly or indirectly involved with an internet or BDC Department.Who Should Attend: Sales Managers, BDC Managers, BDC Staff
This two-day (2.5 Hours Daily) course has been designed for the F&I Manager that is ready to take their productivity to the next level. Emphasis will be placed on advanced F&I sales concepts, structured presentation steps and the art of responding to customer objections. Topics will include the importance of F&I, understanding the Customer, the Banking process, and the value of developing control over the delivery process. From the sales perspective of F&I, the student will learn some very advanced techniques on how to effectively do both cash and credit union conversions, present effective product presentations, methods for advanced Menu closing concepts, and some new and exciting ways to overcome objections. Extensive role play and group discussion are a big part of this course. Who Should Attend: F&I Directors, F&I Managers, and Back-Up F&I Managers
This three-day (2.5 Hours Daily) Sales Management course is a complete program for all Sales Managers. Focus is placed on becoming a Leader and not a Boss. This begins by exposing them to the newest and best practices for leading a sales force to success. Topics include Inspirational Selling, Objections, Phone-Ups, Leasing, BDC, Prospecting, Owner Follow-up, Leadership, Coaching, Hiring, Motivation and Advanced Negotiating Techniques. This course turns Managers into true Leaders.Who Should Attend: Dealers, General Managers, Sales Managers
This three-day (2.5 Hours Daily) course provides Service Managers with ideas, tools and techniques to grow and enhance their Service Department. The course is a complete A to Z course for all Service Managers who want to take the department to the next level. Ideas on team development, increasing revenue through better sales processes, how to track results, effective scheduling, the benefits of a quick lube and quick maintenance department, Service Advisor and technician bonus and pay plans, benefits of a Service BDC Department, the power of video in the up-sell process and how to manage service expenses. Who Should Attend: Dealers, General Managers, Fixed Operations Directors, Service Managers
A three-day (2.5 Hours Daily) course for the individual either just starting their career as a Service Advisor or an experienced Service Advisor who truly needs to get back to the basics of selling service. This course focuses on understanding the Service Customer, structured sales steps in the Service Lane, phone strategies, upsell techniques, objection responses and how to deal with rejection and stress.Who Should Attend: New Service Advisors
This two-day (2.5 Hours Daily) course is a complete program for the experienced Service Advisor who wants to take their productivity to the next level. This course places tremendous emphasis on truly understanding the Service Customer; both their perceptions of what they expect and how that perception affects the outcome of the visit. New and proven ideas will be presented for increasing service sales, how to do effective Service walk around presentations, ways to handle the Customer on the phone and methods for speeding up the Customer?s entire service visit. Additional topics will include: How to deal with Customer complaints, becoming a better listener and dealing with the stress of the job. This course is a must for all Service Advisors.Who Should Attend: Service Managers, Service Advisors
A two-day (2.5 Hours Daily) course for both Service BDC Management and staff members. Appointment topics in this course are inbound call processing, information gathering, word track concepts, appointment setting techniques and appointment confirmation steps. Additional training will include post visit follow-up calls, maintenance reminder processes and Customer retention ideas. Who Should Attend: General Managers, Fixed Operations Directors, Service Managers, Service Advisors, BDC Reps