Dealer/GM: Increase Profits $50k Per Month

Learn how to increase profits $50k per month as a Dealer or General Manager.

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Course curriculum

1. Introduction
2. Albert Einstein
3. Volume vs. Revenue
4. A Little Plus a Little Equals a Lot
1. What is Leadership
2. What Leaders Do Daily
3. Negativity
4. Words That Define a Leader
5. The 5 Aspects of Leadership
6. Leadership is All About Influencing Others
7. Leadership is a Verb & Not a Noun
8. Leadership is About Creating Change
9. Leadership is NOT About Yourself
10. Characteristics of a Boss
11. Characteristics of a Manager
12. Characteristics of a Leader
13. How a Leader Harms an Organization
14. The Ultimate Role of a Leader
1. Are You Too Late
2. Type A vs. Type B Personalities
3. The Four Rules of Sales
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4. Our Salespeople Talk Too Much
5. Meet & Greet Obstacles
6. Good & Bad Qualification Questions
7. Ineffective Inventory Walks
8. Setting Up the Demonstration Drive
9. The Internal Presentation
10. Inadequate Demonstration Drives
11. Failure to Inspire During the Walk Around Presentation
12. Trial Closes During the Sales Process
13. Trial Closes After the Sales Process
14. No Service Walks
1. Understanding Customer Perceptions
2. Rapport, Trust, Like
3. Leaving the Customer Alone
4. What the Sales Manager Needs to Know
5. Asking for the Sale
6. Why We Lose Gross
7. Poor Objection Responses
8. The Four Steps to Overcoming an Objection
9. The Payment is Too High
1. Why Customers Call the Dealership
2. Common Questions and the Response
3. The 4 Phone-Up Steps
1. Reasons Why Average Salesperson Sells 10-12 Cars per Month
2. Why Salespeople Do Not Prospect
3. The Automotive Liaison
4. Customers Who Bought Cars Elsewhere
5. The Power of Video
6. Failure to Understand Internet Auto Websites
7. Selling Cars in Service
1. The Two Functions of F&I
2. Defensive Postures - Title
3. Defensive Postures - Planting the Seed
4. Defensive Postures - Office Layout
5. Common Selling Mistakes - Tailoring the ESC
6. Common Selling Mistakes - Mark-Up of Products & Services
7. Common Selling Mistakes - The Service Contract "TO"
1. Understanding the Internet/BDC Customer
2. The Goal of Handling an Internet/BDC Customer
3. Would You Rule That Out
4. Convert to a Phone Conversation
1. Customer Perceptions
2. The Secondary Repair Facilities
3. Facts About Service Writers
4. Inbound Phone Call Facts
5. How to Handle an Inbound Service Call
6. Service Advisors Talk Over the Customers Head
7. The Power of Show & Tell for Waiters
8. The Power of Show & Tell for Drop Off Customers
1. Discounting Captive Parts
2. Selling Accessories
3. Pre-Payment for Special Order Parts
4. Parts Inventory
5. Smaller Inventories
6. Frozen Capital
1. Selling Paint-Free Dent Removal
2. The LKQ Game
3. Winning at the Cycle Time
4. Increasing Productivity Through Scheduling
1. Who our Success Depends On
2. Why Some Employees Perform at a Poor to Average Category
3. Effective Reference Checking
4. Ineffective Orientation Programs
1. Why Employees Quit
2. Why Employees Lose Motivation
3. Personal Recognition
4. Rules of Motivation
1. The 4 Training Failures
2. Muscle Memory Management
3. Daily Response Training
4. One-on-One Coaching
1. Being Rude to Vendors
2. How to Benefit from All Vendors

About this course

$79.00 / month
94 lessons

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Dealer/GM: Increase Profits $50k Per Month

Course curriculum

Chapter 1 - Introduction

Chapter 2 - Leadership

Chapter 3 - The Sales Process

Chapter 4 - Negotiations & Objections

Chapter 5 - Phone-Ups

Chapter 6 - Prospecting & Follow-Up

Chapter 7 - F&I

Chapter 8 - Internet/BDC

Chapter 9 - Service

Chapter 10 - Parts

Chapter 11 - Body Shop

Chapter 12 - Hiring

Chapter 13 - Motivation

Chapter 14 - Training

Chapter 15 - Vendors

About this course

Discover your potential, starting today