Investing in Your PeopleOne Day at a Time!
A successful finance manager must be able to use logic and emotions to guide their customer to a conclusion the makes since to them and is profitable for the dealership. It's not enough to simply know how to print the paper work. You need to have the POWER to control the sale. Our training helps F&I managers sell more product, maximize their pay plans, and to earn more money. Becoming a successful F&I manager takes a variety of skills, and our team is here to help every step of the way.
Without F&I your dealerships are dead! We will provide you with the secrets of top F&I performance. This is the time for Finance, as nearly 80% of all finance income goes directly to the bottom line.
Your managers will learn ways to expedite their process and create an environment where customers will buy more from them.
What business are we in? We are in the Influence and Persuasion business! F&I Top Performance doesn’t hang in the balance of a fundamental understanding of F&I and your ability to consummate an automotive financial transaction. Your performance will be determined by your ability to effectively communicate your message.
Day 1 – Objection Handling Hot Seat Role Play.
Wouldn’t it be great, if you had the confidence to know that no matter what objection was given, you could swiftly and adeptly handle it?
What is the route of all objections? (I don’t need it)
Each day, we will practice stonewall, I don’t need it, and how much is it. IF you learn nothing from this class, which I promise you, you won’t, you will know how to handle these common objections.
What’s worse than having an objection, not having an objection.
Day 2 –Review & Role-play the 1st Quarter. We will dig deep into CDS. There are 3 critical things necessary to get all the money. You will learn the secrets.
Role-Playing is a key factor. We will spend extra time on “Who Pays? Value? Where? Why?”
Know what customer needs that must exist for your product’s benefits to apply
“What it is, what it does, and why it was selected for them/how it applies to them”
Day 3 –Connecting the Dots
Remember, complete ownership satisfaction comes down to: “The highest use and enjoyment, with the least amount of aggravation, at the lowest overall cost to own.”
We will review whole process. The base statement is the foundation to the graph.
You will learn to “SELL THE PAIN!” EXPLAIN WHY! You will understand the D to I spiel and buying power. We will practice take away techniques and the most used objections!!!! Role play full Presentations….
Day 4 - Congratulations - Let's see what you have learned
Final Presentations will be recorded and available for 30 day after the class has ended.
Before they start they must understand the basics: Sales Fundamentals Training, Email and Administrative Preparation, General Business Orientation, Product/Service Training, Importance of the CRM, Sales Call Fundamentals, Sales process overview, Prospecting Basics, Identifying Buyer personas, Presentation/Demo Training, Technology, Negotiation, Setting clear expectations & goals and much more. More Sales = More Money = Happy Salespeople. Let us fill your new salespeople up with the knowledge they need to succeed at your dealership. We will give them the basics required to sell more cars, make more gross and provide your customers with an unforgettable sales experience.
We expect that your new sales candidate will take the training seriously. We want them to get used to the requirements of the job and working the hours. Work ethic and availability are crucial to become successful in our industry. If they are looking for a 9 to 5 job, well this is not the one for them. We will start them off with the foundation to learn things the RIGHT way and do as they are trained. Selling cars is a process that MUST be understood and followed.
Day 1 - Fast, Fun, & Low Pressure Sales process
Your new salespeople will be introduced to the wonderful world of car sales. We will start with the basics, such as receive dress code requirements and the do and don’ts of how to properly present themselves to the general public. They will receive a comprehensive training book that will walk them through the basics of automobile sales. And they will be introduced to the functions of the dealership and the roles of the Management Team.
Day 2 - 6 Point walk around / Trade Evaluation / Demo / Assumptive Close
Today they will learn how to perform a complete 6-point walk around, Practice & Develop functional walk around, Practice & Develop active trade evaluation, Practice and Develop Active Demo route, Know and understand all three Pre-Close questions; you will need to become more familiar with our Computer Operating systems, Used Car Policies and Procedures.
(Q & A) Fast Fun and Low Pressure – Meeting and Greeting our guests.
You must have developed a functional walk around, be able to complete a trade evaluation, perform an active demo and ask all three pre-closing questions at the right time.
You must also pass all tests given based on what you’ve learned this week.
Day 3 - Negotiation Training / Finance Introduction / Active Delivery
Today your new sales associates will get familiarization with the principles behind the Four Negotiations, Understanding how to put a Folder together for Finance, How to complete a Credit Application, Our Active Delivery Process, Finance Policies and Procedures and the basics of the desking process.
They will start practicing and role playing the vehicle walk around, presenting the pencil to the customer, practice putting a Deal Folder together for finance and the active delivery process.
Your final preparation will be to sell your team partner a new vehicle, and walk them through the complete process with minimal troubles.
Day 4 – Prospecting basics and the process of customer follow-up
It is important to remember some people are always going to come across as intimidating. But also, remember they are just people. When people come across as strong, just remember, it is usually their defense mechanism. When people come across as rude, it may mean they themselves are intimidated by you or our industry. The only one that can change that in the moment is you
Seasoned salespeople will sometimes shortcut a sale because they feel they have the experience necessary to do so. This class is designed to energize your veteran salespeople with the reasons why certain techniques work and the importance of sticking to a proven process. Many dealerships ignore continuous training sessions for employees as they feel they are expensive and employees miss out on their work time while attending these sessions. What they fail to understand are the underlying benefits of these sessions and how they contribute to the organization in the greater scheme of things!
The RIGHT PERSON with the RIGHT TOOLS in the RIGHT SEAT is your most valued ASSET. This is the #1 secret for a business to go from average, or good, to becoming great. If a person is matched to their skill set (their Strength), loves what they do, they'll never "work" a day in their life and will produce at the highest levels because they want to do so.
This is one of the MOST IMPORTANT TRAINING CLASSES offered today. According to a recent survey of over 250,000 customers, dealerships are only closing around 15-20% of their customers (real numbers). This means 80% are lost but many could have been saved. The independent survey revealed that the NUMBER #1 reason for lost sales was a "PEOPLE PROBLEM", chemistry between dealership personnel and the customer.
Here's how it works.
There are 4 "Personality/Temperament Types" and YOU are ONE of the four. Your CUSTOMER is also ONE of the four. If you sell, act, and think from YOUR Personality to ALL FOUR TYPES, you will mostly likely sell the customer who is most like your type. (Hence the 20-25% Closing Ratio). If you know and learn to sell from the Customer's Personality Type, you CAN literally DOUBLE YOUR CLOSING RATIO in about 90-120 days.
Day 1 - We will discuss how to identify and work with the 4 DIFFERENT PERSONALITY TYPES.
People act and process information in 4 very different ways. The national closure ratio is around 20-25% and can be dramatically increased by understanding this concept.Few trainers teach this course because they are not trained themselves, nor have they ever had personal experience utilizing it in a dealership. Once the sales person understands their own personality type and HOW TO ADAPT their verbiage, body language, and information processing to the other 3 types (75%), the sales person can nearly DOUBLE their closing ratio.
Day 2 - We will focus on Meeting and Greeting, how to do a proper Fact Finding session with each personality type.
For example, if a person is indecisive (Amiable, Type "C" above), non-confrontational, etc. The incorrect verbiage, the wrong type of eye contact, handshake and/or body language can lose a customer in just minutes.
Role-Play with taped/playback video. All videos will be available for future playback and available free of charge to review and watch for 30 days following the course. Just like a good sports coach, part of the learning process is watching yourself, and others, run the play. Practice Makes Perfect before working with a real customer.
Day 3 - Product Day and Transiting To the Demo
We will go over how to sell the features and benefits of each vehicle.
There are over 150 key features and benefits every sales person needs to know to sell their product. Product Knowledge is a major key in maintaining gross profits. Customers, through surveys, tell us that the lack of product knowledge (yes, even with the internet) by sales people is in the TOP 5 reasons they often don't buy from a sales person.
In the age of technology, most often the customer knows more about the car than the sales person. For 2 of the buyer types, it's an issue of professionalism and TRUST. If you don't know your product or try to bluff the customer, these 2 types may leave the dealership and buy from a more informed sales person. Students will role-play their presentations, and we will upload them to the Roleplay network. This is reinforcement training (practice & teaching).
Day 4 – We will focus on discussing the demo, the new and improved processes, and the 7 secrets ingredients to getting the commitment from the customer to own the vehicle.
We will cover:
A sales person can close 50% of their customers. The older training courses DO NOT address how to do this correctly based on the 4 personality types. Twenty-five percent closure ratios have always been acceptable to management. If you could DOUBLE that ratio, you sell a lot more cars and make a lot more money.
Day 5 - Role-Play, Practice, Rehearse, and Drill.
We will focus again on Closing, Negotiations, Objections, CSI, and Delivery, AND show the sales people how to easily get 25+ prospects per delivery. Both 4-Square and Conventional styles are presented.
We will demonstrate a 5 step process for overcoming nearly any objection and a proven process to close up to 50% of the customers. Closes are tailored to the personality type as the general closes commonly used will not work on each personality type. You don't need to know 50 closes! Just a few per personality type as they all have the same excuses and objections.
Think of is this way- if you need 50 closes, have you really SOLD the customer and developed their trust? We will show you a proven process that virtually eliminates the confusion, gets the commitment to buy the car, and closes within 10-15 minutes. The process has a 20 year proven track record.
If your dealership is not offering leases to every customer, then you are leaving money on the table. The leasing market is stronger than ever. It's very difficult to make a fair head-to-head comparison between, say, a six-year loan and the standard three-year lease. At the point the lease ends, the bank borrower still has three years of payments to go, but the lessee has to look for another car—or perhaps take the lease's buyout offer. It is the responsibility of your salespeople to make this comparison for your customer! Cash in and start leasing, today!
The Leasing Market Today is stronger than it’s ever been. For the progressive dealers who want to increase their leasing portfolio, this is an advanced class for students and is taken interactively on-line.
Like customers who don't understand a lease, when asked to consider leasing, 99% of customers are very adamant that they don't want to consider it. Salespeople, like customers, who don't understand a lease, won't work to sell it to a customer who needs to consider it.
This course includes:
Yes, today the leasing market and opportunities are probably the best in automotive history. There are a small percentage of dealers who do an excellent job in the leasing market; however, the majority of dealers don't.
Prospecting – Prospecting – Prospecting. When you want to paint a picture, you have to start with a blank page. Just like that, when you want to make a sale, you have to start with a list of cold calls or a list of target customers who are blank to you. Don't give up on your salespeople doing daily prospecting. Dealers have lowered their expectations of prospecting. They don't hold their manager accountable to make sure it’s getting done, and the managers don't hold their salespeople accountable for doing it.
In the market we live in today, sales people must learn to do "something" that generates both short and long-term business in order to stay at the dealership earn a decent living. In most dealerships, this is disaster. Most sales people either don't know WHAT to do or HOW to do it. In many cases we ask the sales person to do some form of business development that is NOT their strength.
In this class we will:
Day 1 - Focusing on the sales person's STRENGTH (Temperaments/Profile Analysis and Strengths Analysis) is the key to make this work. It is just a simple fact, if a person hates coming to work because they hate the work, they will not stay very long and the process starts over. If a person likes their job and enjoys the work, they can make a good living, and it permits them to focus on things THEY LIKE to do, they can become a good long term employee.
It is also a fact that most sales people have between 3-6 hours a day of "non-productive" time. If we can harness that time and make it productive for them, they can double, even triple sales over a reasonable period of time. In the basic course, we will show them how to turn one customer into between 15-100 prospects that they already know.
Day 2 – This course is more focused on how to leverage technology. This course will be based on things that work and have tested in today's market and economy. None of the old 15-20 year old stuff. Sadly, the biggest reason we often fail in growing our business is because we don't even try or listen to others who say it can't be done.
Day 3 - Does the following sound familiar? Too often people are capable of great things until someone tells them they can't, or they tried something once and it didn't work so they gave up. Thousands of sales people around the country are selling 20+ vehicles a month. The KEY is finding just a few things that you LIKE TO DO and designing a plan to execute it.
Training is something that EVERY manager needs to be able to do. It is not an easy process and many managers experience anxiety thinking about training others. Even if you don’t want to train, it is now part of your job and you need to feel comfortable when doing it. When you’re looking at people who can either facilitate e-Learning, blended learning or in-person learning, they may already be subject matter experts. These people are frequently the ones who are veterans of your organization but simply knowing the subject at hand often isn’t enough to make a great training experience. These people need to know not just the “what” but also the “how ” to maximize effectiveness and ensure your training budget is being used wisely.
Training is something that EVERY manager needs to be able to do. It is not an easy process and many managers experience anxiety thinking about training others. Even if you don’t want to train, it is now part of your job and you need to feel comfortable when doing it. Your participants need to understand that training is a process where skills, knowledge, and attitudes are applied in a unique way. Our Train-The-Trainer workshop will provide your managers with the skills to help them deliver engaging and compelling sales meetings. Skills such as facilitating, needs analyses, and managing tough topics will give your managers what they require to become top trainers themselves.
How You Will Benefit
Understanding Training and Facilitation
Creating a Lesson Plan
Preparing for the Lesson
Getting off on the Right Foot
Delivery Tips and Tricks
Keeping it Interactive
Dealing with Difficult Participants
Tackling Tough Topics
Training Concepts Knowledge Base Has Exploded.
There is more information available today about effective training than in any other time in history. Many of the old methods of training practices have all but disappeared. They have been replaced by more effective strategies and techniques.
Good Sales Training is What Separated You from Your Competitors.
The explosion of technology within the auto industry has catapulted dealerships into a fast-paced “age of specialization.” It’s getting harder and harder to find qualifies sales professionals and turnover is at an all-time high. Successful organizations, to stay productive, competitive and profitable, must recognize the need for continuous, results-driven sales training programs.
Today’s Managers Needs Specialized Professional Skills.
The best sales trainers make it look easy to keep a training session exciting, informative and engaging. Do you think this is because they have natural ability – or are they just better prepared for the events before they happen? It doesn’t matter what you level of training expertise is, we can help you make it look effortless, too. All it take is up-to-date content, a solid training strategy and a long-term plan of action.
You Need Usable, Hands-On Information.
Almost anything you want to know is available today, if you just know where to look. You could search through thousands of pages if content to find exactly what you are looking for. Or, you can simply follow the easy to understand process that is offered in the my365ast.com training software. It offers daily content and is relevant, down to earth and easy to teach.
Training the Trainer — You can be the Best of the Best, in Just 2 Days.
Sales training is a process that needs to be part of your dealerships daily routine. Our training professionals have trained 1,000’s of people on nearly all the topics related to automotive sales. We offer an innovative sales solution that has never been offered to dealers before. The solution gives you top quality training, that utilizes your current people, and delivers it to you in a cost effective manner that any dealership (large or small) can afford.
Looking for quality salespeople? We train them, while they are on boarding. OUR GUARANTEE - You will get quality sales associates / Guaranteed to stay with your organization for 120+ days or YOU PAY NOTHING!
Trained and ready to sell! Only $795 per salesperson. The best part is YOU DON'T PAY for the training. You front the fee and the salesperson PAYS YOU BACK! Guaranteed to stay for 4 months with ZERO RISK to you. ($1500 deposit required to attend) CALL for Details.
We will train them before they start, with a ONE WEEK intensive automotive SALES TRAINING COURSE, designed to equip them with the skills necessary to become successful in the automotive industry.
We are a sales training company that is dedicated to finding and training the best sales professionals in your area. We invite only the most prestigious dealers to attend the expo, ensuring only top quality jobs for all attendees.
Now, you get the opportunity to INTERVIEW 100+ applicants that are all interested in working in the automotive industry. Take your time looking for the RIGHT PERSON as candidates’ line up to tell you why they are the best fit for your dealership.
HIRE ON THE SPOT! - Your newly hired salespeople will get industry leading training, while you complete the onboarding process.
Call now for more information!