LEADERSHIP SETS THE VISION, MANAGEMENT EXECUTES THE PLAN. Real success is 3/4 psychology and 1/4 mechanics and it starts with self-awareness. 

“We have sent our entire sales team and sales managers to Duane, and use MarinoTV as our core in-house training format. Outstanding processes for today’s market.”
AJ Ibrahim, Tony Graham Toyota

This is a hands on workshop where the attendee can absolutely expect to return with the following understanding and skills:

  • How to ascertain EQ, OQ and their how they relate to success
  • The six most common mental filters that stop any chance of growth
  • Why assessing communication and decision making styles will help your coaching
  • How to coach both relationship and transactional sellers
  • How to prevent burnout and improve productivity of introverts and extroverts
  • Creating a “moving box goal” so those that love to win or hate to lose stay motivated
  • Establishing new Money, Time and Comfort Zone blueprints
  • Learning a system to use your Head, Heart and Gut to make major decisions more effectively
  • How to establish the Vision, Belief, State and Strategy of a top performer
  • The three most important activities of the sales floor
  • The only four ways management can sell more cars
  • Categorizing your team into levels of production, attitude and selling style
  • Traits of sales masters that can be groomed
  • The top 11 reasons your closing ratio is suffering
  • Updating your sales language for better FLOW and less resistance
  • A 4 step sales process training and execution checklist
  • How to reduce sales transaction times while improving gross profit
  • The fundamentals of desking deals and coaching during the sale
  • The rules of closing psychology and how to present a fearless smart 1st pencil
  • Creating an appointment driven sales culture
  • Goal setting formulas and Time Management assessments
  • 90 Day reviews:
    – Making your 10 minute one-on-ones effective
    – Overall assessment of your team’s Talent and Effort
    – Specific individual skill assessments to guide effective training
    – Using HR compliant Progressive Discipline to improve under performers
  • Sales Manager Responsibilities
  • Traits of Effective Leaders and Trainers
  • 7 different types of super productive engaging 20 minute meetings
  • Exactly how to onboard new hires for success
  • How to recruit, screen, interview, hire, motivate, coach and terminate

Who should attend: The Dealer and ALL managers in BOTH Variable and Fixed Operations.