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
Choosing the Right Car
Do you ever wonder if you are selling your customer the right car? There is simply no excuse for selling anyone a vehicle they do not love. This course will help you understand what your customer values, what questions to ask or avoid and the misconceptions of the “Need Analysis” practice. Gain confidence knowing you are selling every customer the right vehicle while creating much happier clients, easier negotiations, and ultimately more repeat business.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
Negotiating for Gross
Negotiation skills are not instinctive; they develop through learning and training. To sustain a long prosperous career in car sales, one must have the ability to negotiate for a higher gross while maintaining an equally gratifying experience for your customer. This course will develop your skills to avoid conflict while delivering a firm message which in turn increases the value in your product, your dealership, and most importantly in you! This course will increase your gross average, your total sales, and customer retention.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
Selling Cars in Service
Most car professionals would be surprised to learn how many Dealerships have a full-proof strategy to selling cars from the Service Department. It is not that many. Without a full proof process, it is easy for a salesperson to fall into a routine of stalking, annoying, and hounding when soliciting customers that drive into the service lane on a daily basis. The single biggest problem most dealers encounter when it comes to selling a car from the service department is having a strategy in place that is easy and scalable. The fact is 10% - 20% of the current customers in the average dealership database could trade their vehicles right now for a new one at or even below their current payment, with no money down. This course will give you creative and effective techniques to capitalize on the many sales in your service department just waiting for the right approach. You will increase your sales, customer base, income, as well as improved sales skills.
Sales
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
How to Create a Great First Impression
Making a good first impression is critical in creating long-lasting business relationships. People form opinions about you within the first few seconds of meeting which in turn determines whether future encounters will be positive or negative. This course will provide you with the ability to create a lasting first impression that will help you increase your sales and customer retention.
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
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: The Price is too High
“The price is too high” is one of the most common objections all salespeople face and most will lower the price without delay because they just do not know what to say! Your ability to overcome this objection confidently and professionally will determine the level of income and repeat business you experience during your career. Taking this course will empower you with effective story building techniques and other strategies that will make you a pro at handling price objections. The result will be more sales, higher grosses, and increased repeat business.
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
Understanding the Customer During the Negotiations
Nobody would argue that higher closing ratios are indicative of a well prepared and skilled salesperson. However, many salespeople are unable to understand the mindset of their client during this last phase sequentially separating the Pro from the Amateur. This impairment lends itself to complicated negotiations, aggressive objections, a deteriorated connection with the customer, and finally, fewer sales. This course will give you an exceptional skill set to identify with your customer during negotiations and get them on your side, ultimately creating added sales without having to reduce price.
Sales
The Objection Conversion
Overcoming customer objections are a central part in any sales profession and overcoming them is a must-have trait to be a great salesperson. When you hear a customer say “I want to go home and think about it” what is your response? Do you say something antagonistic such as, “what is there to go home and think about?” This course will introduce you to “The Objection Conversion Statement” that will give you the skillfulness to turn this scenario into a sale! You will learn how to catch the customer pleasantly off-guard and capture the truth behind their resistance. The result will be higher conversions, more sales, increased personal income, and higher CSI scores.
Sales
DLA 4 Phone-Up Steps
The main reason a Salesperson struggles with phone-ups is simply because they do not have a structure to help them with their dialogue. Without this foundation, less than 50% of connected calls will finish off with a scheduled appointment. The DLA 4 Phone-Up Steps will give you the framework to effectively handle any scenario and avoid common phone up mistakes. This class will make you a phone-up pro with an increase in appointments set, show rates and more opportunities to increase your sales and your 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.
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
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
How to Present an Effective Offer
Universally, sales are 90% Psychological and 10% Mechanical and the best salespeople understand that this plays a critical role when presenting both numbers and an Effective Offer to a customer. This class will make you an expert in changing the perception of the numbers, reducing price and payment objections, and presenting a powerful offer to your customer. Mastering the art of presenting an effective offer shows the way to an increase in sales, higher gross averages, and more first pencil closes.
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
Goal of the Qualification Step
Typically, every sale process includes a qualification step. A superior sales practice will shorten this step and create a more relaxed customer by enforcing consistent qualification criteria. This course will give you the necessary framework to head in the right direction and remove any pitfalls while keeping your customers free from tension resulting in increased closing ratios, and a healthy boost in your CSI scores.
Sales
How to Create a Customer for Life
The oldest rule in business is treating people how you would want to be treated AND go the extra mile for your customers. But in today’s climate in the average car dealership, is this enough to keep a customer for life? This course will identify some of the mistakes many businesses make when dealing with customers. You will learn common sense practices and disciplines that will turn even the most cynical, emboldened, empowered and fickle car shopper into a customer for life. Taking this class will give you the relationship building skills that will turn you into a trusted liaison and irreplaceable consultant for people looking for someone who can offer solutions to their short- and long-term needs, remove their fears and anxieties, and offer proactive answers to their burning questions.
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
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
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
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
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
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
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
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
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
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
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
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.
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.
CONFIRMATIONI OF THE ORDER