Workshops & Seminars for Automobile Dealerships

March 2022

SALES MANAGERS BOOT CAMP “I’ve been promoted to Sales Manager, now what?”

MASTER THE WALK - A - ROUND & TEST RIDE Properly and professionally present a vehicle to your client

Tuessday, March 8, 2022

DATE

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

Wednesday, March 9, 2022

DATES

MEMBER FEE $175.00 NON - MEMBER $300.00

TIME 1:30 pm to 4:30 pm INSTRUCTOR Ken Carlson, F & I Resources

MEMBER FEE $120.00 NON - MEMBER $200.00

Learn how to effectively work with your sales teams.

General Sales and Sales Managers will learn the tools, tactics, and techniques for building and sustaining a high-performing sales team that hits its numbers every month. Participants will learn: n Improve your ability to increase your team's productivity n ECOA – NADA Finance Policy & Sales Compliance n How to set the stage for an effective negotiation process that results in overall higher total customer yield n How to run effective sales meetings n How to recruit, interview and hire new Salespeople

Techniques that will help you close more deals.

The walk-a-round and test drive are the ideal times to sell a vehicle’s features and bene fi ts to the customer. Learn exciting methods that build product value during this part of the sales process, through demo ride conversa- tions, speaking to the buyer’s motives, and more. Attendees will learn how to: n Plan for the most common customer objections to the drive n Target features that are most valuable to a given customer n Create a natural fl ow of communicating personalized features and bene fi ts n Control the sale throughout this part of the selling process FIRST CLASS PHONE MANNERS FOR RECEPTIONISTS The musts of telephone best practices

MEET & GREET: QUICK START TO THE SALE Identify your customer’s needs

Wednesday, March 9, 2022

DATE

TIME 10:00am - 1:00pm INSTRUCTOR Ken Carlson, F & I Resources

Wednesday, March 16, 2022

MEMBER FEE $120.00 NON - MEMBER $200.00

DATE

TIME 10:00am - 1:00pm INSTRUCTOR Mark Rodriguez, Auto Client Care, Inc.

MEMBER FEE $120.00 NON - MEMBER $200.00

There are small details that are very important when meeting a prospective car buyer. Remember the saying the “ fi rst impressions are the most important”, that goes for practically everything when it comes to meeting peo- ple and especially when you sell cars for a living. Participants will learn how to: n Make a great fi rst impression for a proper meet and greet n Better understand the customer’s needs and deliver to their expectations n Professionally discuss budget concerns n Build customer trust and loyalty with every sale

Learn to control calls, ask the right questions, and pro- mote a professional atmosphere at your dealership.

This highly interactive seminar provides best practices for all phases of a customer call, including opening, closing, and hold / transfer techniques. Learn what to say to en- sure proper etiquette and a positive outcome. Attendees will learn to: n Identify the components of an effective opening n Avoid the most common telephone etiquette problems n Practice the recommended techniques for transferring callers or putting them on hold

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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