2019-20 Workshops & Seminars for Automobile Dealerships

MANAGING DIffICuLT PEOPLE Never fall victim to those who have the potential to

DEAL-KILLING SALES OBjECTIONS AND HOW TO OvERCOME THEM

make life miserable

Learn how to recognize and resolve objections throughout the sales process

Tuesday, December 15, 2020

DATE

TIME 10:00am - 1:00pm INSTRUCTOR Bill McAndrews, william D. McAndrews & Associates

Thursday, December 17, 2020

DATE

TIME 10:00am - 4:00pm INSTRUCTOR Frank Phillips, FCP-Sales Masters

MEMBER FEE $120.00 NON-MEMBER $200.00

MEMBER FEE $175.00 NON-MEMBER $300.00

Learn to make managing challenging employees and coworkers easier.

Learn how to navigate the toughest customer scenarios and move quickly to the close.

Learn strategies for getting adversaries to cooperate, bullies to back off, wallflowers to open up, and complainers to think be- fore they speak. Knowing how to deal with difficult people at work will allow you to approach your staff with greater confi- dence and your job with more enjoyment. n How to work with / work around negative people n The dos and don’ts of communicating with any difficult person n when to go to a third party for help in dealing with a problem person n How to deal with employees who may offend others n How to manage a mix of older and younger employees Attendees will learn:

Objections can occur anywhere in the selling process. Reveal- ing and dealing with them can be a challenging intellectual and psychological exercise. This seminar equips you with skills to overcome these obstacles to closing the deal.

Attendees will learn to:

n Handle objections throughout the selling process n understand the different types of objections n Acknowledge the customer's objection and redirect it n Ask questions to uncover core objections and define them n Gain agreement when answering customer’s objections

C E N T E R F O R A u T O M O T I V E E D u C A T I O N & T R A I N I N G / w H I T E S T O N E , q u E E N S / G N Y A D A . C O M / E D u C A T I O N WHAT PEOPLE ARE SAYING: DEAL-KILLING SALES OBJECTIONS AND HOW TO OVERCOME THEM “ Very informative and clear presentation. Excellent knowledge of instructor. Really, really relevant information. Learned some new things. Reiterated what some of my managers have tried to teach me. – Jose Ortiz Teddy Nissan ”

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