DLA's Live Virtual Workshops provide classroom style training from the comfort of your dealership. These courses are interactive and require the participant to register in advance to attend. Topics include Sales, BDC, F&I, Fixed Ops and Management.
30-Minute sessions are designed to train on individual topics.
3.5 Hour courses cover a full spectrum review of the topic.
Multi-Day courses are 4 hours each day and range from 2-3 days with an emphasis on teaching entire processes.
Sales
Understanding the DLA 4 Rules of Sales
Do you feel you have reached a certain plateau in your sales career? Are you tired of defensive customers that say NO throughout the sales process or give answers that put you in the wrong state of mind? The DLA 4 Rules of Sales Course will address these negative scenarios and teach you how to avoid them in the future. Turn these situations into increased closing ratios, higher grosses, greater CSI scores and a much smoother sales process.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
Understanding 4 Buyer Myths
In automotive retail, long-held beliefs about buyers often create resistance and missed sales. The 4 Buyer Myths course helps new sales professionals identify and replace four common myths: each buyer is different, buyers are liars, early qualification is required, and price matters most. Using real-world examples, the course shows how these myths damage trust and consistency—and how top performers reduce defensiveness, follow a structured process, and achieve higher closes and stronger relationships.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
Objection: I Want To Go Home and Think About It
Hearing “I want to go home and think about it” is perhaps the most disappointing moment for any car salesperson. According to NADA once your customer leaves the dealership the chance of them returning is 10% or less. Taking this course will give you the foresight to avert any disconnect that may be occurring in the sales process that would precede this objection. Understanding why customers make this statement and knowing how to handle it is vital to your long-term success in car sales. Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
Features - Advantages - Benefits (FAB)
This course teaches new automotive sales professionals how to clearly communicate vehicle value using the proven Features, Advantages, and Benefits (FAB) formula. Participants learn to move beyond feature dumping and connect vehicle information to real customer needs and emotions. The course also covers tie-down statements—professional, low-pressure questions that build agreement and reduce resistance. Designed for entry-level salespeople, it blends structured instruction, real-world examples, and guided role-play for immediate on-the-floor success.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
Entry Level Sales (3 Day)
Entry Level Sales 3-Day course (4 hours daily) is designed for the individual just entering a career in automobile auto sales. Students will be exposed to what customers are thinking, and what it takes to be successful in auto sales. They will learn a comprehensive outline of the steps of the sale, as well as powerful thought tracks to overcome common customer obstacles. Students will also be equipped to remove customer Defenses and Fears, and create a customer experience that is second to none.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
The Assumptive Close
The assumptive close is a tactic used to close a deal by speaking and acting as if the customer is ready to purchase. Using this method in your sales approach can either catapult your customer to the close or do the opposite and negate your chances of making a sale all together. Oftentimes, a salespersons approach is either too passive or too aggressive which can compromise the deal. This course gives you the ability to identify when the timing is just right to use an assumptive close and what language to use. We will also discuss in detail how this type of close differs from the conventional Trial Close. The results will be higher closing ratios, smoother negotiations, few objections, and increased gross averages.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
Walk Around Tips
A great presentation does not change the vehicle, but it does alter the way it is perceived. Performing a great vehicle walk around is a very important step in the sales process, yet one of the most neglected and inadequate skills of an automotive salesperson. This course will teach you when and how it should be performed, and where to find buried value that is often neglected. When you complete this class, you will understand the difference between a feature and a benefit, increase your closing ratios, and overall gross profit.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
Entry Level Sales (3 Day)
Entry Level Sales 3-Day course (4 hours daily) is designed for the individual just entering a career in automobile auto sales. Students will be exposed to what customers are thinking, and what it takes to be successful in auto sales. They will learn a comprehensive outline of the steps of the sale, as well as powerful thought tracks to overcome common customer obstacles. Students will also be equipped to remove customer Defenses and Fears, and create a customer experience that is second to none.
Note: This is an interactive class, student(s) must attend with camera enabled.
Fixed Ops
Entry Level Service Advisor (2 Day)
A two-day 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.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
The Value of a Service Walk
To give their customers the best overall car buying experience, all great salespeople understand they must effectively sell the car, themselves, and the dealership. However, fewer than 10% of salespeople do a proper service walk as a standard part of their sales process. This course will focus on who will benefit from a service walk, and how they benefit. You will discover how to easily get a customer to the service department without raising their defenses. Accordingly, you will experience easier negotiations, higher grosses, more repeat business, higher CSI scores, and an increase in customer referrals.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
How to Handle a Customer Upside Down on their Trade
Have you ever lost a sale because the customer had too much negative equity? Perhaps it was because the customer insisted you wash-out their trade inequity? Both are common scenarios we face every day in every dealership and unfortunately, they are not going away any time soon. This course will give you the right verbiage and technique to handle the negative equity scenario, without creating a defensive customer. You will learn how to present solutions that will win the sales that are currently being lost.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
Entry Level Sales (3 Day)
Entry Level Sales 3-Day course (4 hours daily) is designed for the individual just entering a career in automobile auto sales. Students will be exposed to what customers are thinking, and what it takes to be successful in auto sales. They will learn a comprehensive outline of the steps of the sale, as well as powerful thought tracks to overcome common customer obstacles. Students will also be equipped to remove customer Defenses and Fears, and create a customer experience that is second to none.
Note: This is an interactive class, student(s) must attend with camera enabled.
A text reminder will be sent to all registered attendees 30 minutes prior to each class to the number listed. If blank, please add the user(s) cell phone number to permit this feature.
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