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
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
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
The Meet and Greet Obstacles
Far too often salespeople unwittingly invite meet and greet obstacles into their sales process because they simply do not know how to overcome them consequently, preventing any effort of getting back on track. This course will give you the proficiency to manage Meet and Greet obstacles, such as: “I’m just looking today” or “I don’t have a lot of time to spend here” enabling you to steer your customer through the sales process using an inspiring approach. The result will be smoother sales transactions, higher closing ratios, easier negotiations, and increased CSI scores.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
The Worst Question To Ask: What payment did you have in mind?
The phrase “Buyers are Liars” is frequently used in sales training. Consider for a moment why salespeople are taught this. You often hear a manager or a salesperson ask the customer, “What payment did you have in mind?” This course uncovers why this question does not put anyone in a better position and instead destroys your credibility and undoes any value you generated during the sales process. We will give you an appropriate response to a payment objection, that will maintain your control over the negotiations process and catch the customer pleasantly off-guard. The result will be more sales, higher grosses, and an increase in CSI scores.
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
Formula for Selling 1 Car Per Day
Have you ever considered why the average salesperson only sells 8 to 10 cars per month? Are you in this category? This course will provide you with a daily structure and a new reality by unlocking your ability to sell at least one car every day you are at the dealership. When you go through this course, you will know how to set-up your day like a pro and how to utilize every minute toward increasing your odds of selling a car and ultimately refine your time management skills.
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
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
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
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
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.
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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