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
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
Ineffectiveness of Trial Closes
For as long as we have been selling cars, we have used “Trial Closing Techniques” to increase a salespersons chances of closing a customer. This class exposes the myths of Trial Closing and reveals how and why they raise a customer’s defenses. We will examine how they corrupt the negotiation process, and ultimately turn you into a stereotypical car salesperson. As a result of this class, you will increase CSI scores, experience easier transitions to the negotiation step, and ultimately close more sales.
Sales
Myth of the Silent Walk Around
If you have sold cars for any length of time, you have most likely performed what we call a “Silent Walk Around” on your customers trade-in. Traditionally, this activity was designed to diminish the value of the customers’ vehicle by using mostly facial and body gestures. This course will dispel this long-standing myth and give you the tools and skills to catch your customer pleasantly off-guard when evaluating their vehicle. As a result, you will experience less push-back during trade negotiations, less trade objections, smoother negotiations, and higher gross averages.
Sales
Difference Between Closing & Negotiating
Great salespeople can easily distinguish the difference between closing and negotiating. Although most sales people today are well trained in sales, they do not excel at negotiations, which is the most important skill they can have. The ability to negotiate determines your profits and it is imperative to have a keen understanding of this. In short, you get what you sell, but you keep what you negotiate. This course will reveal the 7 most important words for a salesperson, the proper timing for the close, and clearly define the differences between negotiating and closing the deal. The result will be a more effective sales process, more sales, and a sharp sense of professionalism.
Sales
How to Get Out of a Mental Slump
Even the most motivated, happy people can suffer from mental slumps now and then – whether from a slow month, personal issues at home, hormones, or just life itself. But the good news is that even though these mental shutdowns can feel like it will never end, there’s always a way to kick-start the recovery process into high gear. In this course we will learn how uncorrected mental slumps can cause malignant stress that will spread to the entire team. We will learn daily habits and routines to not only get yourself out of your mental fog, but how to avoid it altogether. The result will be a healthier and happier you, better focus, a more productive and efficient team, and a mindset for making right decisions.
Sales
Objection: Taking home a copy of the worksheet
Would you give your customer a copy of the worksheet to take home? 91% of salespeople and managers say they would not for fear of them using it as a bargaining tool at another dealership. This course will do away with this long-standing myth and give you the skills to turn this potential be-back scenario into an immediate sale. The result of this course will be an increased closing ratio, fewer be-backs, and more personal income.
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
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
What is the Meet & Greet?
Perfecting the meet and greet is critical for your success as a car sales professional. Research shows that customer satisfaction plummets if customers are not greeted in a prompt, friendly style. Knowing how to act when greeting customers and what to say when you get resistance will increase both sales and customer loyalty. This course provides you with a proper greeting that will keep you in control while making your customers feel welcome and valued. You will be equipped to handle Meet and Greet Obstacles that will not take you in the wrong direction.
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
10 Daily Prospecting Tips
Prospecting today is not like it was ten or twenty years ago. Today the resources and strategies are much different. Nowadays, it can be difficult for a salesperson to have a pre-determined daily, weekly, or monthly game plan established. This course will provide you with daily prospecting tips, ideas, and strategies that will energize your efforts in today’s environment. Learn how to reach potential clients easier, with more efficiency and speed, and with greater effect. At the conclusion of this course, you will expand your customer base, generate more sales, and increase your personal income.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
Penciling Deals for Gross
In today’s environment, it is no secret that the word “profit” is now considered a bad word. However, sales managers do not desk to make gross, they desk to make a deal! This course will teach you what it means to pencil a deal at 100% and avoid leaving money on the table without cause. You will learn techniques and strategies with the purpose of penciling deals for gross profit while increasing customer satisfaction and dealership transparency. You will discover common myths and barriers of desking deals for gross that deceive many managers, and how to avoid them. The results will be higher gross profit per deal, and larger paychecks for everyone.
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
The Trade Obstacle
The question of whether to initiate a trade conversation or leave it buried during a phone-up has been debated by salespeople for decades. In the final analysis, a trained professional can successfully handle either scenario with ease. This course will make you a pro when handling the trade obstacle during a phone-up and equip you with an outline to ease any distrust the customer may feel related to their trade. The result will be an increase in successful phone-up conversations, appointments, sales, and personal income.
Sales
Characteristics of a Salesperson who Sells in Service
Although salespeople have many personalities, those who thrive have one thing in common. They merely “work smarter…not harder!” In fact, roughly 80% of all sales are made by only 20% of the sales force which is the focus of this course. What makes them succeed far beyond the average salesperson? By taking this class, you will gain valuable insight into what the high achievers do every day, and how they prepare for success. You will learn the traits to successfully capitalize on selling cars from your own service department that most salespeople often neglect.
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
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
Objection: Is That Your Best Price?
The ability to distinguish between a question and an objection is vital to flourish in car sales. Knowing how to respond to each must be part of a salesperson’s skill set to be successful. This course will give you the tools to make the distinction between a question and an objection with confidence and certainty. You will gain the proficiency it takes to identify customer questions versus a stated objection. The result will be increased sales, decrease customer tension and confusion, and ultimately increased personal income.
Sales
The Perfect Appointment
Setting an appointment is one of the most basic, yet also one of the most important elements in car sales. Scheduling appointments that show up and show up on time is one of the biggest hurdles for salespeople. In this course we will teach you the secrets to setting appointments and what motivates someone to accept or decline the appointment. We will discover the top two reasons why someone is hesitant to walk into a dealership, and how to handle a pushy phone-up. As a result, you will see an increase in firm appointments, increased sales, and increased CSI scores.
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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