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
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
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
The Value of a Service Walk
To give the customer 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
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 Internal Presentation
In the automotive industry, we often hear that your credibility and gross is established over time, but it takes no time to lose it. Having a mastered Internal Vehicle Presentation can turn a skillful salesperson into a pro. This course clearly defines what a consumer sees as “value” and a notable technique to use imagery to identify this hidden gem most salespeople fall short in identifying. Learn how to give your customer the “WOW” factor and a customer for life while increasing sales and gross averages.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
7 Words to Close a Deal
Closing a sale is the finale of all the hard work and effort you put in during the sales process. There is no better feeling for a salesperson than hearing the customer say, “Yes!” In a recent study, NADA found that most salespeople never even ask for the sale! The study also revealed the number one cause for not asking is “fear.” This course will teach you the 7 most powerful words to use at the close to catch your customer pleasantly off-guard, generate less objections creating more sales and happier customers.
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
Why are Customer's So Defensive?
Earning your customers confidence by reducing their fears is the goal when dealing with a defensive customer. It is up to us to help the customer enjoy the car shopping experience and make them feel that you are on their side. In this workshop you will learn how to be unique, inspiring, and different from what shoppers normally expect from a car Salesperson while increasing your sales, grosses, and customer retention.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
Video Presentation to the Unsold Customer
Video is 600% more effective than email or text! While convenient and efficient for the consumer, video presentations provide the salesperson an attractive, versatile, and extremely shareable medium to highlight their product. The simple fact of the matter is, if you are not using video then you are on the outside looking in. This class teaches you how to make a video that creates excitement and enthusiasm about your product. You will also learn how to use this median to sell yourself. The result will be more be-backs, increased sales, and increased personal income. Note: This is an interactive class; student(s) must attend with camera enabled.
Sales
The Power of Social Media
Social Media provides an avenue for salespeople to engage with their customers while influencing them with content intended to help them decide on a purchase. Most salespeople are not leveraging Social Media to the best of their abilities. In this course you will learn how to develop and display your Social Media campaign, and how to determine which content will compel your audience to engage. The result of taking this course will be a wider and broader networking outreach that will increase your customer base and generate more sales and personal income.
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
Negotiating Over the Phone
Negotiating on the telephone is generally far less satisfying than doing so face to face. We are at a disadvantage when we cannot observe the expressions and body language of the person we are negotiating with. Unfortunately, at some point every salesperson will find themselves negotiating on the phone, and without the skills to do so they will lose the sale every time. This course will give you the skills, framework, strategy, and confidence to negotiate like a pro over the phone. The result will be increased sales and personal income. Note: This is an interactive class; student(s) must attend with camera enabled.
Sales
The Pros and Cons of a Needs Analysis
A Needs Analysis is the part of the sales process where you learn in detail what your prospective client needs in their next vehicle. This is also your time to shine as a professional who has the knowledge they require to help them fulfill these wants and needs. During this time, you will discover their hot buttons and what their primary motivations are for purchasing a new or used vehicle. This class will clarify the purpose and objective of a Needs Analysis and will give you the ability to lead your customer down the right path every time. This will result in higher closing ratios, higher grosses, happier customers, and a sharp increase in customer retention. 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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