IN−DEALERSHIP TRAINING

SALES TRAINING

The sales training offered by the Automotive Training Academy (ATA) supports sales professionals in all positions. Various sales workshops are designed for all experience levels including salespeople, sales managers, general sales managers, and service advisors. The trainers’ use of open discussion, real-world applications and their ability to take the next turn will equip the sales team with the tools and techniques to immediately increase gross profit and volume.

Sales workshops include:

SALES ASSOCIATE TRAINING

Participants will develop the skills and knowledge to:
  • Build rapport with customers
  • Understand verbal and nonverbal communication
  • Effectively present the right vehicle the first time
  • Obtain a cash down payment from customers and demonstrate its benefits
  • Conduct compliant trade evaluations
  • Obtain customer commitment
  • Maximize CSI through vehicle delivery
  • Conduct a successful follow-up campaign
  • Prospect to increase the dealership's customer base
Who should take this course?
Sales professionals of all levels

Why should I take this course?
This hands-on workshop assists participants in developing the skills needed to produce
satisfied and repeat customers as well as maximizing effectiveness in the dealership.

SALES MANAGEMENT TRAINING

Participants will develop the skills and knowledge to:
  • Set expectations for the sales staff
  • Obtain top performance from the sales team
  • Find and hire quality salespeople
  • Create job descriptions for salespeople and managers
  • Improve the store's prospecting techniques
  • Conduct performance reviews
  • Set forecasting goals
  • Increase the store's sold and unsold follow-ups
  • Conduct a variety of sales meetings to motivate the team for success
  • Improve down payment and payment negotiations
  • Understand the latest legal requirements for conducting compliant deals
Who should take this course?
Sales managers

Why should I take this course?
This workshop addresses topics such as overseeing a dealership's profitability, compliance,
human resource issues, and negotiation techniques.

NEGOTIATION WORKSHOP

Participants will develop the skills and knowledge to:
  • Effectively plant the seed for cash down payment
  • Commit the customer to purchase at the time of negotiation
  • Convey the benefits of cash down payment
  • Begin deals properly
  • Present second offers to customers
  • Control the situation with customers during negotiations
  • Work deals legally
  • Overcome and eliminate objections
Who should take this course?
Any member of a dealership's sales team including salespeople, sales managers, and general sales managers

Why should I take this course?
This workshop develops the skills needed for a management team to take control of down
payment and payment negotiations. Particular emphasis is placed on utilizing customers'
wants and needs to maximize profitability.

PHONE SKILLS TRAINING

Participants will develop the skills and knowledge to:
  • Overcome objections during incoming sales calls
  • Avoid giving price quotes over the phone
  • Set appointments
  • Convert sales calls to in-dealership customers
Who should take this course?
Sales professionals of all levels

Why should I take this course?
This workshop presents a guide to effectively handle incoming sales calls.

SERVICE ADVISOR TRAINING

Participants will develop the skills and knowledge to:
  • Use a menu to sell additional services
  • Sell service contracts and scheduled maintenance contracts
  • Reduce the number of "waiting" customers
  • Read verbal and nonverbal communication cues
  • Build rapport with customers
Who should take this course?
Service advisors

Why should I take this course?
The service drive is one of the most overlooked sources of income in a dealership. This workshop
assists service advisors in illustrating the importance of vehicle maintenance, and they will gain
the skills needed to increase service drive penetrations.

SPECIAL FINANCE TRAINING

Participants will develop the skills and knowledge to:
  • Identify special finance customers early in the buying process
  • Select vehicles that meet customers' physical and financial needs
  • Formulate a game plan to increase gross profit on special finance deals
  • Define the process necessary to execute successful special finance deliveries
  • Ensure the dealership's special finance contracts get funded
Who should take this course?
Dealers and managers of all levels

Why should I take this course?
Participants will learn the skills necessary to produce successful and profitable special finance
deliveries and the behavior and actions needed to turn a prospect into a high gross profit
delivery. As a result, they will produce higher CSI, improved customer loyalty, greater volume,
and higher profits.

LEGAL WORKSHOP

Participants will develop the skills and knowledge to:
  • Fully understand current laws including OFAC, Red Flags Rule, and payment packing
  • Create a legal and ethical pattern of practice
Who should take this course?
Dealership employees of all levels

Why should I take this course?
This workshop illustrates the importance of conducting business in a legal and ethical manner during
the sales process and in the business office. The workshop also examines areas of concern and how to
avoid them.
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