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
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.
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
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
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
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.
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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