DLA's Live Virtual Workshops provide classroom style training from the comfort of your dealership. These courses are interactive and require the participant to register in advance to attend. Topics include Sales, BDC, F&I, Fixed Ops and Management.
30-Minute sessions are designed to train on individual topics.
3.5 Hour courses cover a full spectrum review of the topic.
Multi-Day courses are 4 hours each day and range from 2-3 days with an emphasis on teaching entire processes.
Sales
Entry Level Sales (3 Day)
Entry Level Sales 3-Day course (4 hours daily) is designed for the individual just entering a career in automobile auto sales. Students will be exposed to what customers are thinking, and what it takes to be successful in auto sales. They will learn a comprehensive outline of the steps of the sale, as well as powerful thought tracks to overcome common customer obstacles. Students will also be equipped to remove customer Defenses and Fears, and create a customer experience that is second to none.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
The Assumptive Close
The assumptive close is a tactic used to close a deal by speaking and acting as if the customer is ready to purchase. Using this method in your sales approach can either catapult your customer to the close or do the opposite and negate your chances of making a sale all together. Oftentimes, a salespersons approach is either too passive or too aggressive which can compromise the deal. This course gives you the ability to identify when the timing is just right to use an assumptive close and what language to use. We will also discuss in detail how this type of close differs from the conventional Trial Close. The results will be higher closing ratios, smoother negotiations, few objections, and increased gross averages.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
Walk Around Tips
A great presentation does not change the vehicle, but it does alter the way it is perceived. Performing a great vehicle walk around is a very important step in the sales process, yet one of the most neglected and inadequate skills of an automotive salesperson. This course will teach you when and how it should be performed, and where to find buried value that is often neglected. When you complete this class, you will understand the difference between a feature and a benefit, increase your closing ratios, and overall gross profit.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
Entry Level Sales (3 Day)
Entry Level Sales 3-Day course (4 hours daily) is designed for the individual just entering a career in automobile auto sales. Students will be exposed to what customers are thinking, and what it takes to be successful in auto sales. They will learn a comprehensive outline of the steps of the sale, as well as powerful thought tracks to overcome common customer obstacles. Students will also be equipped to remove customer Defenses and Fears, and create a customer experience that is second to none.
Note: This is an interactive class, student(s) must attend with camera enabled.
Fixed Ops
Entry Level Service Advisor (2 Day)
A two-day course for the individual either just starting their career as a Service Advisor or an experienced Service Advisor who truly needs to get back to the basics of selling service. This course focuses on understanding the Service Customer, structured sales steps in the Service Lane, phone strategies, upsell techniques, objection responses and how to deal with rejection and stress.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
The Value of a Service Walk
To give their customers the best overall car buying experience, all great salespeople understand they must effectively sell the car, themselves, and the dealership. However, fewer than 10% of salespeople do a proper service walk as a standard part of their sales process. This course will focus on who will benefit from a service walk, and how they benefit. You will discover how to easily get a customer to the service department without raising their defenses. Accordingly, you will experience easier negotiations, higher grosses, more repeat business, higher CSI scores, and an increase in customer referrals.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
How to Handle a Customer Upside Down on their Trade
Have you ever lost a sale because the customer had too much negative equity? Perhaps it was because the customer insisted you wash-out their trade inequity? Both are common scenarios we face every day in every dealership and unfortunately, they are not going away any time soon. This course will give you the right verbiage and technique to handle the negative equity scenario, without creating a defensive customer. You will learn how to present solutions that will win the sales that are currently being lost.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
Negotiating Over the Phone
Negotiating on the telephone is generally far less satisfying than doing so face to face. We are at a disadvantage when we cannot observe the expressions and body language of the person we are negotiating with. Unfortunately, at some point every salesperson will find themselves negotiating on the phone, and without the skills to do so they will lose the sale every time. This course will give you the skills, framework, strategy, and confidence to negotiate like a pro over the phone. The result will be increased sales and personal income. Note: This is an interactive class; student(s) must attend with camera enabled.
Sales
The Power of Social Media
Social Media provides an avenue for salespeople to engage with their customers while influencing them with content intended to help them decide on a purchase. Most salespeople are not leveraging Social Media to the best of their abilities. In this course you will learn how to develop and display your Social Media campaign, and how to determine which content will compel your audience to engage. The result of taking this course will be a wider and broader networking outreach that will increase your customer base and generate more sales and personal income.
Note: This is an interactive class; student(s) must attend with camera enabled.
Sales
Entry Level Sales (3 Day)
Entry Level Sales 3-Day course (4 hours daily) is designed for the individual just entering a career in automobile auto sales. Students will be exposed to what customers are thinking, and what it takes to be successful in auto sales. They will learn a comprehensive outline of the steps of the sale, as well as powerful thought tracks to overcome common customer obstacles. Students will also be equipped to remove customer Defenses and Fears, and create a customer experience that is second to none.
Note: This is an interactive class, student(s) must attend with camera enabled.
Sales
The Pros and Cons of a Needs Analysis
A Needs Analysis is the part of the sales process where you learn in detail what your prospective client needs in their next vehicle. This is also your time to shine as a professional who has the knowledge they require to help them fulfill these wants and needs. During this time, you will discover their hot buttons and what their primary motivations are for purchasing a new or used vehicle. This class will clarify the purpose and objective of a Needs Analysis and will give you the ability to lead your customer down the right path every time. This will result in higher closing ratios, higher grosses, happier customers, and a sharp increase in customer retention. Note: This is an interactive class; student(s) must attend with camera enabled.
A text reminder will be sent to all registered attendees 30 minutes prior to each class to the number listed. If blank, please add the user(s) cell phone number to permit this feature.
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