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MEET & GREET & QUALIFYING FOR PROPER SELECTION Setting the stage for a dynamic first impression.

PROFITABILITY & COMPLIANCE FOR AUTOMOTIVE SALES

Provide customers with a great experience through complete disclosure, integrity, and a customer friendly SALES process.

Wednesday, October 4, 2023

DATE

TIME 1:30pm - 4:30pm INSTRUCTOR Ken Carlson, Director of Training Brown & Brown Dealer Services

Wednesday, October 11, 2023

DATE

TIME 10:00am - 4:00pm INSTRUCTOR Judy Vann Karstadt, JV Solutions LLC

MEMBER FEE $120.00 NON-MEMBER $200.00

MEMBER FEE $175.00 NON-MEMBER $300.00

This class will focus on building trust during the meet and greet and Qualifying stage of the sales process. Creating a dialogue to obtain the proper information to select the right vehicle. Establishing trust, rapport, confidence, and value is key.

Essential knowledge every dealership employee must master to be successful. Profitability is a product of complete integrity. Customers buy from your dealership not only because you sell what they want, but because they trust you. Learn to handle every transaction honestly and in total compliance with the law. Attendees will learn the: n Complete consumer privacy and information security rules n Regulatory maze that surrounds disclosure requirements n Requirements on how to handle credit analyses n Proper techniques for presenting products and services n Best practices that contribute to be a successful and Compliant Sales Operation

Participants will learn:

How to build trust

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n How to identify the customer’s buying motives, hot buttons, and triggering events n Questions to obtain information for selection n How to utilize the qualifying information to build value throughout the sale

n Obtaining customer’s point of view

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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