Managing The Sales Process

USING YOUR SALES TEAM’S CURRENT PERFORMANCE TRENDS, USABLE APPROACHES ARE OUTLINED TO INCREASE PROFITS, REDUCE TURNOVER AND IMPROVE EACH SALESPERSONS PERSONAL PERFORMANCE

“We have almost tripled our sales and doubled our grosses, in only a few months.  We have sent our entire sales team, F&I and sales managers to Duane, and use MarinoTV as our core in-house training format.”  Derek Dawkins GSM and Marty Saliba SM, Guelph Hyundai

  • There are only 4 ways to sell more cars and make more money
  • Understanding the trends of the industry and how they affect our business
  • Identifying the 6 Selling Styles on your sales floor
  • Breaking down your volume based on Level 1, 2 or 3 sales modes
  • Rampant Training Fibs that you are probably building your business plan around
  • 30+ high performance showroom sales and profit boosters
  • Start measuring the #1 sales metric that will improve your sales immediately
  • How to start being a high functioning team of Closers instead of dysfunctional Losers
  • The role of F&I can play in helping you sell more cars
  • Understanding the difference between Victims and Victors in today’s car business
  • 59 productive things your sales people can do in between traffic to pursue and attract business in today’s market place
  • Identifying and stopping your top 3 time wasters that currently cost you 1-2 hours a day everyday
  • How to finally set and execute an effective goal setting process that doesn’t involve tracking and charting your sales teams every move
  • Separating Talent and Effort and what that means for your floor
  • Productive quarterly reviews that get results
  • Learn a Sales Managers most critical responsibilities
  • What it means to be a Leader vs a Pleader
  • How to appeal to your sales people’s individual communication and decision making styles
  • Effectively plan and forecast strategies with action plans that stick
  • Use the three phases of staff, personal and company growth
  • How to get your sales team positively addicted to their careers
  • How to train newbies vs veterans
  • Make dealership goals individual goals
  • Learn everyone’s individual motivator sets and styles
  • Recruit, interview, hire, motivate, counsel, coach and terminate
  • Calculate your teams Success Index / probability of attaining their goals

This workshop is a must for any person involved in the management of the sales department.

Who should attend: This program is ideal for all managers of the sales department, including the Dealer Principal.