3-day Curriculum
1. Leadership Responsibilities
2. Personnel Management
3. Business Development
4. Administrative Responsibilities
5. Production Responsibilities
- Leadership Responsibilities
- Are you running your sales department or is it running you?
- Current Daily Responsibility Analysis
- Steps to "Great" Leadership
- Daily Routing and Accountability
- Time Management
- Goal Setting: Personal and Professional
- Behavior Management vs. Result Management
- Pro-active vs. Re-active Management
- Positive Reinforcement (Affirmation, Affirmation, Affirmation)
- 10 Biggest Mistakes in Leadership and how to avoid them
- Leadership vs. Dictatorship
- Personnel Management
- Combating Turnover
- Behavior Hiring
- Behavior Training
- Behavior Development
- Behavior Management
- Business Development
- Handline Incoming Calls
- Objection Handling
- Finding the Hidden Opportunities (20% Increase Right under your nose)
- Prospecting Techniques
- Implementation: Your 30, 60, and 90 day plans
- Administrative Responsibilities
- Floor Controls
- Phone Controls
- Traffic Log Responsibilities
- Management by the Numbers (Statistical Analysis)
- Production Analysis Software
- Your Critical Paperwork Responsibilities
- Production Responsibilities
- Goal Setting
- Road to the Sale Process Training and Management
- Implementation of Road to the Sale Process
- Communication
- Body Language
- Setting up the T.O.
- Setting up the Close
- Pre-Negotiation Responsibilities (Salesperson)
- Finding the Objections
- Customer Routing
- Understanding Your Responsibilities regarding F&I
Daily Schedule
8:30-9:00am - Check in front lobby, Suite 2500
9:00am - Class room work begins!
@1:00pm - Lunch on your own
6:00pm - Session concludes for the day
Mandatory that you bring!
- Last 15-30 days floor log
- Last 15-30 days service repair orders
- Last 15-30 days phone up logs
- Blank floor log
- Blank phone log
Dress code is business attire, every day.
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