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Is A List Of Presentations & Training Modules Capturing More Retail Automotive Dollars – (3 hours – 4 hours) An overview of the retail automotive industry. We will focus on the challenges auto retailers are facing and how we can use this turmoil to sell them more advertising. Learning the Automotive Business – (4 hours – 5 hours) A primer on the intricacies of the retail business -- a focus on some of the numbers. How everyone is paid. Who's who in the management hierarchy. The Independent Dealer – (2 hours– 3 hours) How is the independent unique? What are his advantages and disadvantages vis-a-vis the franchise dealer? How can you help him and help yourself to capture more of his advertising dollars? The 35 Automotive Terms You Must Know – (2 hours – 3 hours) An in depth discussion of these terms and, more importantly, how to use them when you contact the client. These are the buzz words to add to your lexicon. Basic Selling Skills – (3 hours) Everyone needs over & over again! Get The Tough Appointment • The Agenda • Meet & Greet • Positioning • Getting & Giving Information • Once You Get 'Em, Now Keep 'Em • Consultative Techniques • Organizing Yourself Advanced Selling Skills – (3 hours) More of the same, but with an eye toward being the ultimate consultative salesperson. It is my belief that being a consultative salesperson is the key to selling to automotive clients. Closing Strategies, Closing Tactics – (2 hours) How to get it done, some powerful word tracks. How to Achieve Personal Success – (1 hour) A motivational module that everyone will want to hear. Managing A Sales Team – (6 hours - 8 hours / 2 Days) All Good Sales Managers Were Good Salespeople At Some Time, But Not All Good Salespeople Make Good Sales Managers. This Module Is Critical! The Roll Of Leadership & Coaching • Motivational Skills • Compensation • Hiring & Interview Skills • Mentoring • Accountability • Managing Successful Salespeople• Managing Mediocre & Poor Salespeople Selling – A Noble Art – (1 hour) Another motivational presentation that will get people feeling good about what they are doing. The times shown are estimates and can be much longer if we have open Q&A (which is preferable). Open Q&A, as opposed to Q&A only at the end of a segment, allows for much more participation, open discussion, and the opportunity to do some roll playing. Remember, consultative sales professionals will be key to advertising sales success. |