Workshops

Dealer Principal/GM (DP)

  • Accountability
  • Electronic Tools
  • Motivating Employees
  • Financial Statement Analysis
  • Job Descriptions
  • Employee Evaluations
  • Daily Performance Reports

Sales Manager (SM)

  • The successful Sales Manager
  • Duties of a Sales Manager
  • Time Management
  • Key words and phrases to create a positive mental picture
  • Leadership skills
  • Save a Deal Meeting
  • Sales Meetings
  • One on One meetings
  • Coaching skills
  • Training the team
  • Closing/taking t.o.’s
  • Inventory control
  • Dealer Trades

Basic Sales Training (BST)

  • How a dealership works
  • Preparation
  • Steps to the sale
  • Goal Setting
  • Video training

Advanced Sales Training (AST)

  • Steps to a sale (advanced)
  • Overcoming objections
  • Advanced negotiating techniques
  • 23 different closes
  • Follow up
  • Prospecting so you don’t have to take another fresh up
  • Video training

Telephone Training (TT)

  • Incoming Calls
  • Outgoing Calls
  • Getting the appointment to show
  • Closing the appointment that shows
  • Video Training

Internet Training (IT)

  • Web site (Dealership Driver)
  • Initial response to customer
  • Turning the enquiry in to a phone up
  • Video e-mail
  • Closing the deal

Service Advisor Training (SAT)

  • Steps to a sale
  • Initial Walk Round
  • Active Delivery
  • Increase CPRO count
  • Telephone Training

Parts Counter Person Training (PCT)

  • Steps to a sale
  • Overcoming objections
  • Selling Service
  • Handling Incoming Telephone Calls
  • Video Training

Receptionist (RPT)

  • Meet & Greet
  • Interview
  • Customer Log
  • Telephone skills
  • Telephone Log
  • Attitude/Personality

Recruiting (REC)

  • Pro-active versus Re-active
  • How many do I need?
  • Designing/placing ads
  • Application Form
  • Interview
  • Select for Training
  • Training
  • Select for Hiring

Used Vehicle Management (UVM)

  • Marketing
  • Merchandising
  • Used Vehicle Standards
  • Inventory Control

BDC/Marketing/Promotion Training (BDC)

  • BDC Implementation
  • Marketing
  • Promotions

F&I Training (F&I)

  • The Role of an F&I Manager
  • Interview with the Customer
  • How to complete a credit application to maximize approval rates
  • Menus:
    • How to build one
    • How to present one – feature/benefit
    • Declination Pages
  • Cash Conversions
  • Credit Union Conversions
  • Overcoming Objections:
    • Interest Rate
    • Cash investment
    • Monthly Budget
    • Term
  • Handling all the paperwork
  • Goal Setting
  • PVR, Penetrations
    • How to keep track
    • How to analyze the numbers