Upcoming NJ CAR Academy Classes  
      
   
 

05/05/2017
 

May 10, 2017
Service Advisor Workshop With Ken Carlson

NJ CAR will be hosting a Service Advisor Workshop on Wednesday, May 10, 2017, at Genova Burns (141 West Front Street, Suite 130, Red Bank, NJ  07701/Exit 109 GSP, Free Parking in Adjacent Garage).  The Workshop will run from 9:30 AM until 3:30 PM, and costs only $229 per person for Dealer Members.

Learn to achieve peak performance, increase sales and maximize customer satisfaction.  Service advisors will learn how to communicate the importance of vehicle maintenance to customers while increasing service-driven profits.  They’ll also learn how to overcome common objections, telephone closing techniques, building CSI, handling difficult customers and much more.

Topics Covered Include:

• Effective selling techniques to get customers to agree on needed service(s);
• Methods to build rapport and learn about customers;
• How to position service needs based on customer benefit;
• Techniques for handling objections; and
• How to ensure trust in customer relationships.

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May 11 & 12, 2017
Sales Boot Camp 101 With Ken Carlson

NJ CAR will be hosting a two-day Sales Boot Camp Thursday and Friday, May 11 & 12, 2017, at NJ CAR Headquarters (856 River Road, West Trenton, NJ 08628).  The Workshop will run from 9:30 AM until 3:30 PM both days, and costs only $399 per person for Dealer Members.

This intensive introduction to automotive retailing is the starting point for any dealership’s sales force.  The highly interactive two-day Sales Boot Camp will equip participants with the tools and techniques necessary to improve sales performance and achieve success.

Topics Covered Include:

• Skills in appointment setting and prospecting;
• How to engage customers and qualify their needs;
• What to do during walk-arounds and test rides;
• Techniques for handling negative feedback; and
• How to negotiate agreements and close deals.

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May 19, 2017
BDC Sales Workshop With Mark Rodriguez

NJ CAR will be hosting a BDC Sales Workshop on Friday, May 19, 2017, at the Holiday Inn Clark (36 Valley Road, Clark, NJ 07066 – Exit 135 off the Garden State Parkway).  The Workshop will run from 9:30 AM until 3:30 PM, and costs only $229 per person for Dealer Members.

This Seminar explains the phone strategies that will get better results from your BDC.  This Workshop will turn your BDC around, invigorating your people, engaging your teams, and doubling their production.  Learn what to say, how to say it, why to say it that way, and most importantly, what the client hears.  This technique training is also coupled with LIVE phone calls.

Topics Covered Include:

• Handling inbound calls for both new and preowned vehicles;
• Navigating around sales call rebuttals and objections;
• Converting Internet leads into appointments that show;
• Controlling the direction of a call;
• Leaving effective voicemail messages that get responses;
• Connecting with millennial shoppers; and
• Dealing with customer’s intent on over-the-phone pricing.

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May 22 & 23, 2017
Don’t Miss NJ CAR’s Two-Day F&I Manager Boot Camp

NJ CAR will be hosting a two-day F&I Manager Boot Camp with Ken Carlson of Manage Rite, Inc. and Judy Vann Karstadt of JV Solutions, on May 22 and 23, 2017 at NJ CAR Headquarters (856 River Road, West Trenton, NJ 08628).  The Boot Camp will run from 9:30 AM until 3:30 PM each day, and costs only $399 per person for Dealer Members.

This energetic two-day Boot Camp will bring back the basics of F&I selling.  Learn how federal and State laws can help you build a relationship with your customers.  This is not just a menu presentation or product up-selling seminar.  You will be challenged to engage your customers with 100% disclosure and compliance sales techniques.

Topics Covered Include:

• Using the interview process to increase product sales and justify rates;
• Building value versus needs selling;
• Understanding the menu-compliant selling system and why it works; and
• Overcoming objections to close the sale.

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REGISTERING FOR NJ CAR ACADEMY CLASSES IS EASY

To register for any NJ CAR ACADEMY training, please visit the NJ CAR ACADEMY page under the Education drop-down menu on the NJ CAR Website (http://www.njcar.org).  For your convenience, Registration Forms for all advertised classes have also been attached to this NewsLetter.  If you have any questions, please contact NJ CAR Director of Communications, Brian Hughes, (609.883.5056, Ext. 315; bhughes@njcar.org).

 

















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Headquarters:  856 River Road, Trenton, NJ. 08628 | Phone 609.883.5056