GNYADA 2018-2019 Education Book

ADVANCED NEGOTIATION SKILLS Equip yourself with innovative negotiation strategies to excel in sales

THE DIFFERENT BUYER PERSONAS AND HOWTO SELL TO THEM sales training has taught you many skills, however, it didn’t prepare you for the different personalities you will face

Wednesday, February 20, 2019

DATE

TIME 10:00am - 4:00pm InsTrucTor Ken Carlson, F&I Resources

Tuesday, February 26, 2019

DATE

TIME 10:00am - 1:00pm InsTrucTor Kiki Orski, Peak Performance

MEMBEr FEE $175.00 non-MEMBEr $300.00

MEMBEr FEE $120.00 non-MEMBEr $200.00

Learn how to steer all customer negotiations toward a win-win outcome.

To maximize your sales success, learn to adapt your tactics to different personality types.

Today’s customers are more sophisticated and knowledgeable than ever; to reach successful outcomes with buyers, sales professionals must now be master negotiators. This class focuses on the developing and strengthen- ing sales negotiation skills, while keeping in mind the need to maintain last- ing, beneficial customer relationships.

Learn to understand the different personas customers have so you can adjust your approach, make quicker connections, and effectively sell to all person- ality types. This session includes an online “Sales Style Assessment” as re- quired pre-work.

Attendees will learn how to:

During this session, participants will learn to:

Build trust when negotiating

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n Demonstrate how the “deal math” works to ease customer apprehensions n Remove barriers for effective communications n Plan for objections and prepare counter strategies

n Identify each individual’s selling style and how it can impact sales n Quickly recognize the “buying style” of their customer n Flex their own approach to dramatically increase the connections made with potential buyers n Adjust their selling technique to compliment the buying style of their prospective client. Learned something. Excellent quality of presentation, very clear information. Closing and understanding what customers need and qualify for was most helpful. Excellent instructor. – Arame Wade Toyota of Manhattan “ ” ACHIEVING F&I EXCELLENCE

Establish an honorable reputation

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WEBINAR: KEEP YOUR DEALERSHIP COMPLIANTWITHOUT SCARING OFF EMPLOYEES February 13, 2019 | 10:00 am This webinar will discuss how your dealership can improve its culture of compliance while maintaining employee engagement and satisfaction.

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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