Sales Training for Dealer's Associations or Automobile Manufacturers
Different Sales Training Courses for automotive related sales. We cover: Initial Sales Training - Refresher courses for experienced sales people - Prospecting - Handling Objections - Closing - Psychology of Selling - Business Plans - Communication Skills and other workshops that can be tailor made to Dealer needs and specifications.
Sales Training for Groups. We offer different Sales Training sessions. These sessions are designed for the automobile business. Click on the links below to be taken directly to the type of training you want to know more about.
1. Refresher Courses for Experienced Salespeople
	Duration: 1 day - 9am @ 4pm
	Goals:
			Review the Non-Confrontational Sales process and the Philosophy on which it is based
			Understand the importance of Relationship Selling
			How to establish your credibility with the customer
			Examine the type of personalities of different customers
			Explore the strategies used to identify and handle the customer's objections
			How to set your business plan in order to achieve your goal
	Contains:
			Reviewing the Professional Sales Process
			Establishing your credibility
			Awareness of your style of selling
			Understanding and working with the Personality type of your customer
			Understanding the .com potential for your business
			Non-confrontational sales tools
			Business Plans
	Who should attend?
			Professional Automotive Salespeople with no less than six months of experience
	Key Benefits
			Reviewing the basics of successful selling
			Understanding the process of successful selling
			Getting the participants to understand the importance of having a business plan in order to succeed
			Renewed belief in the participant's abilities to succeed
2. Prospecting
	Duration: 1 day - 9am @ 4pm
	Goals:
			Understanding the importance of managing the different sources of prospects
			Keeping records that will generate sales
			Using the appropriate tools and techniques for each source
			Discovering the strategies to be used to increase personal selling
			Establishing each individual's personal strategies in order to achieve set goals
	Contains:
			The different sources of sales
			Repetitive sales i.e. Follow-Up
			Lease Renewal strategies
			How to maximize referral potential
			Working with your no-sale prospects
			Creating a "fair advantage" over competitors
	Who should attend?
			Professional Automotive Salespeople with no less than six months of experience
	Key Benefits
			Additional sales generated from follow-up and dealership's customer base.
			Generating salesperson interest and desire in selling to people not coming to the dealership.
			Renewed belief in participant's abilities to succeed at actively prospecting.
3. Handling Objections & Closing
	Duration: 1 day - 9am @ 4pm
	Goals:
			Mastering the ability to deal with the customer's perceived objections
			Understanding the importance of handling objections with diplomacy
			Establishing credibility with the customer while handling objections
			Becoming a better closer
			Mastering different closing techniques
			Closing without confrontation
	Contains:
			Reviewing the common types of objections raised
			Diplomatic methods of gaining the trust of a customer who has objections
			Maintaining your credibility while handling objections
			Closing methods based on your self-esteem and personality
			Excellent non-confrontational closing techniques
			Role Playing
		Who should attend?
			Professional Automotive Salespeople with six months of experience or more
	Key Benefits
			Additional sales generated from better closing abilities.
			Boost the morale of the salespeople who now understand how to close more deals, i.e. make more money and establish repeat business.
			Renewed belief in participant's abilities to be an excellent salesperson who recognizes multi-faceted opportunities to sell vehicles.
		4. New Hire Sales Training
	Duration: 5 days 9am - 4pm
	Areas of Study
	At the conclusion of this session, attendees will:
			Develop and enhance professional selling skills.
			Memorize and understand the "Steps to The Road to The Sale".
			Learn how to develop relationship with clients.
			Better understand their clients' personality type.
			Learn how to qualify their prospect.
			Learn how to develop a sales plan for each client.
			Develop and Demonstrate Vehicle Feature Presentation.
			Develop and understand a proper PROSPECTING PROGRAM.
			Learn organizational skills on operating their career as a business.
			Return to dealership activity with renewed knowledge, energy and confidence.
	Key Benefits
			Your managers are not tied up training salespeople when they should be making sure that vehicles are being sold.
			Training done professionally by professionals. This is what we do best.
			As a dealer principal or manager you sleep better at night knowing that the people meeting your customers are highly trained in the psychology of selling and effective communication.
Entry Level Business Manager Course!
	Program Details:
	A complete review of the Professional Business Manager's Role, Responsibility and How to Increase the Profitability of the Business Office without sacrificing CSI ratings.
	Who Should Attend
			Business Managers with little or no experience, or those that need to re-hone their skills.
			Dealership Sales Personnel wanting to move to the Business Office.
			Dealership Sales Managers or General Managers looking for ideas how to improve the performance of their Business Office.
	Includes
			Workbooks & Support Material.
			A Diploma at the end of the session.
			Coffee Breaks and Luncheon
			A direct access toll-free phone line to The Academy's Student Service Department.
			Additional Service available: Follow-Up Service from The Canadian Automobile Academy, Inc.
	Trainer: Mr. Keith Hawkings
	Areas of Study
		At the conclusion of this session, attendees will understand:
			How to Maximize Profits in the Business Office
			Maintaining a Good Working Relationship through training and motivating the sales staff on Business Office Operations
			Maintaining a Positive Working Relationship with Lenders
			Keeping Current with all Rules and Regulations as they effect the Business Office
			Maintaining Current and Accurate Records
			Effectively Participating in Sales Meetings
			"Be a Manager"
iautoacademy@hotmail.com