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.
Fixed Ops
Entry Level Service Advisor (2 Day)
A two-day course for the individual either just starting their career as a Service Advisor or an experienced Service Advisor who truly needs to get back to the basics of selling service. This course focuses on understanding the Service Customer, structured sales steps in the Service Lane, phone strategies, upsell techniques, objection responses and how to deal with rejection and stress.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
The 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
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.
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 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
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
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 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
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 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.
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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