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Ziegler
SuperSystems sales training encompasses the Sales Manager, F&I Manager, and the Sales Person. Ziegler training is centered on maximizing your dealership’s
effectiveness in Sales
and F&I.
Nothing is left out.
Ziegler
SuperSystems takes a “team approach” to automotive sales training.
Ziegler SuperSystems offers a
variety of sales training venues:
The
Ultimate Sales Professional/Master Management
training videos
In-Store
Sales Training- so you can maximize
your time on the sales floor while training your sales people &
managers (dealers are always encouraged to attend)
Seminars-
The one day
Battle PlanTM
seminar
The
Sales
Manager Forum
The
F&I Mastermind Seminar
It is true - Average people with great
procedures can do incredible things!
James A. Ziegler
In-Store training:
Day One:
I.
Meeting with Managers and Dealer(s) to outline and review the
consulting visit. Analyze current selling system's strengths and
weaknesses. Introduce Ziegler SuperSystem's philosophy and
techniques unique to the system.
II. Kickoff Meeting with entire sales force. (Equally divided into
morning and afternoon sessions: Half managers and half sales force
in each).
III. Topics for Sessions:
- Overview of selling skills
- Minimum responsibilities of a salesperson
- Image Enhancement
- Duties of a Sales Professional
- Time Management
- Goal Setting
- Commitment Statement / Goal Statement
- Introduction to the "Road To The Sale"
Day Two:
(Classes to be divided same as previous day)
I. Continuation of "Road to the Sale"
including meeting
and greeting the customer, presenting the vehicle, establishing
common ground, demonstration of the vehicle, product knowledge, etc.
II. Introduction to "4 Square" Selling System.
Overcoming customer objections. Extensive training and
practicing customer friendly word tracks.
III. Actually desking deals
in late
afternoon/evening with managers and making sales force accountable
for their actions/decision.
Day Three:
I. Review and complete "Road to the Sale"
II. Enhancing Professional Selling Skills:
- Prospecting
- Customer Tracking and Follow-up
- Telephone Skills
III. Extensive Role Playing
IV. General Summary of Training with Q&A
V. Desking Deals with Management/Sales Force
Day Four:
I. Implementation of Entire System
II. Inspect what we Expect
Our In-Store consultancies can be modified to accommodate your
needs.
Contact
Debbie Peavy at
[email protected] to schedule your consultancy.
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Seminars:
Battle PlanTM
1.
How to Maximize Existing Profit Centers and Create New Ones.
2.
Fast Paced Tips from one of the most well known consultants in the
Automotive Industry, High Energy Techniques to capture business in a
wildly fluctuating market, and James A. Ziegler’s proven, High
Intensity Tools and Programs that produce when implemented...Day
One!
3. How
to ensure that Dealership Organizations Don’t Waste a Single
Opportunity to do Business.
4. Projects
for Sales and F&I Managers that will result in giving the Dealership
Your Chance to Pick Up the Money You’re Leaving on the Table Front,
Back, and in the Service Lane.
5. CSI
Engineering projects that lead to HIGH AVERAGE PROFITABILITY & HIGH
AVERAGE CSI SCORES...Building Value at All Levels for Customer
Retention and Referrals!
6. Ziegler’s
Programs and Advertising techniques to Drive Floor and Phone Traffic
7. Projects
to Control and Measure the Sales Effort in an erratic market
8. Growing
Sales Volume in a Slowing Economy... Achieving Maximum Results and
Accountability from your team, integrating PROSPECTING AND LEAD
GENERATION programs into day-to-day activities.
9. Dealing
with Credit Realities in the 21st Century...Projects for all levels
in the team that work with existing Customers and Lenders to GET
MORE DEALS APPROVED!
10. Projects
and Tips that will have you Tapping Untapped Markets immediately,
gaining the edge on the competition...INTERNET STRATEGIES THAT PAY,
BDC, E-MAIL AND MUCH, MUCH MORE!!!
Contact Jim Ziegler to set up your
Battle Plan at
[email protected]
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The Ultimate Professional Sales Person
Training
1. Selling!
Your success is directly related to your ability to effectively
communicate with your customers. Good communicators are good
listeners.
2. Negotiating
Skills. To be a good negotiator, you mission is to make as much
profit as the customer will agree to pay while still delivering the
automobile.
3. Product
knowledge. Jim discusses proper product presentation and the ways to
educate yourself about the products you sell. Product knowledge is a
part of your training that never ends.
4. Time
Management. Most salesmen waste most of their time, All The Time.
Using your time to its fullest advantage, making the most of the
time that you're working is what time management is all about.
5. The
necessary duties, procedures, & paperwork associated with our
business.
6. The
Road To The Sale. There are no cuts in The Road To The Sale. The
Road To The Sale is a synergistic system & there are no exceptions
to this method of selling automobiles!
7. How
to develop prospecting & customer tracking & follow up skills.
Although everyone talks about prospecting, very few people really
know how to do it in such a way that it works all of the time.
More Information:
Ultimate
Professional Sales Training Videos
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Sales
Manager Forum
1. Desking
the Deal
2. The
Road to the Sale-Setting up your selling system
3. Hiring,
Firing, Training and Promoting
your Sales
Force
4. How
to get GOOD qualified sales people, and how to
keep
them
5. Measuring
the Sales Effort
6. Holding
High Average Profitability
7. Closing
the Customer
8. Traditional,
Trade Difference, and Four Square
Negotiating Techniques
9. Evaluating
the primary duties of the Sales Manager:
Planning, Evaluating, coordinating and Organizing.
Controlling the Sales force
More information...here
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F&I Mastermind
Curriculum description:
Develop
Advanced Menu Selling Competency, using proven selling
methods and procedures. Establishing the demeanor, attitude, and
selling skills of a highly polished, professional Financial
Manager. This will include a heavy emphasis on selling
intangible products.
Maximize unit
sales from the sales of Finance and Leasing options while
maximizing profitability from product sales in the F&I
Department. This will include a stated dealership objective of
ethical and compliant product mark-up strategy.
Learn consultant
sales counseling methods to best assist customers in selecting
suitable finance packages, lease programs and aftermarket
products.
Develop
full-disclosure skills for selling Parts and Labor Agreements
(Vehicle Service Contracts) with high penetration and high
profitability while reducing cancellations and charge backs.
Develop skills
and techniques for selling credit life and credit disability
insurance with high penetration and reduced charge backs.
This involves value-oriented sales processes, overcoming
customer fears and objections with full legal disclosure.
Learn how to
manage and motivate the sales force to insure that the
F&I/Leasing Manager receives a quality introduction to every
customer turnover at the point-of-sale.
Learn
professional benefit-driven word-tracts...clear and concise
explanations of product value designed to effectively present
our financial packages with full legal and ethical disclosure.
Improve sales
skills
and learn proven
professional techniques to improve product sales and
profitability.
Learn full
disclosure procedures
designed to create a pleasant, positive, and stress-free buying
experience for the customer while still maximizing profit
opportunities from rate markup and finance product sales. This
section includes a thorough review of practical, real-world
compliance steps to protect the Manager and dealership from
Truth-in-Lending Act violations.
Learn methods
to effectively sell the advantages and benefits of selecting
your dealership’s Financial Packages
vs. financing through other banks or credit unions.
Embrace the
highest personal and professional standards and ethics.
The Ultimate Goal of this seminar
is to improve you personally and professionally as a highly
skilled Financial Manager.
More information...here
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