Professional Sales Management
This Diploma program includes all 6 Certification Courses on this page and takes most students 25 to 30 hours to complete at their own pace. College Diplomas are sent immediately upon completion. Career support continues with our complimentary 52-Week Business Development Playbook, proven to increase income, gross profit, and units sold. Lifetime career assistance also included. See each course for details.
The Extreme Value of Ethics in Automotive Retailing - Forever Customer Relationships Built on Trust
The Power of Focusing On Serving and Loving Customers - vs Commissions - and How/Why that ALWAYS Increases Income
Earn More with Better Lead Management Skills Training
How to better manage Phone Leads and set more same day appointments that show
How to better manage Form Leads and move email conversations to phone conversations that set appointments more often
Develop a High Performance Sales Process that Builds Relationship with Customers and creates referrals - even from guests that don't buy today
How to keep the customer moving through the sales process positively when they say things like: "We are just looking.", "You don't have exactly what we are looking for", "What’s the best price I can get before I agree to test drive this vehicle?", "We need to do more shopping.", and "We need to think about it." - without discounting price.
Establish a 365-day Business Plan to Bring in Your Own Customers and Ensure Success
Increase your income with better presentations of purchase terms and smarter negotiation skills.
Desking and Deal Structuring Strategies Used by the Industry's Most Profitable Dealers.
Non-Confrontational 1st Offer Presentations Anyone Can Deliver
Powerful and Transparent 2nd Offer Presentations Designed to Close Deals Fast
Reasonable Trade-in Value Presentations Customers Agree With
Friendly Negotiation Scripts and Strategies That Work and are Honest!
Finance vs. Lease Presentations and Choice Close Techniques
One Pay Lease vs. Cash Presentations That Close Deals Faster for More Profit
Lease Renewal Strategies and Presentations
Payment, Price, and Term Objection Handling Techniques that Customers Love
How to Ensure More Repeat Business (Future Lease Return/Resell Strategy).
Achieve Higher Profits Per Transaction by Providing More Options (Lease vs. Buy and One Pay Lease vs. Cash Purchase Options).
Leasing Terminologies, Lease Calculations
Lease Presentations, Required Federal Disclosures including Regulation M, Common Objections to Leasing
Leasing Department Strategies
Increase your influence, advance your career, and increase your income with leadership skills that work in any environment
Everyone (salespeople and managers alike) can be a leader. Why not choose to lead?
How to be a leader that knows how to "manage themselves" to greater results, set personal goals and then see them through as examples for others to follow.
Leadership skills including how to praise often, inspect often and offer help when needed (serve others).
Leadership skills to promote the success of others, promote teamwork and employee satisfaction.
Learn how to hire, monitor, correct like a leader and even how terminate employees properly when necessary for the health of the team.
Reduce/Eliminate Employer Liability by Providing Compliance Training to all Employees.
Dozens of Federal Laws and Regulations Pertaining Specifically to Automotive Retail and Lending.
Comprehensive Online Compliance Training for Salespeople, Management, and F&I Managers.
Establish a Documented "Culture of Compliance, Testing and Adherence" to Federal Laws and Regulations with Permanent Digital Files for all Employees.
Code of Ethics and Conduct Signed and Digitally Stored for Every Employee Confirming Understanding and Willingness to Comply.
Testing Records to Prove 100% Understanding, and Certification for Completion.
Support a Culture of Compliance and Ethics that Employees are Proud to be a Part of and Attract Employees of Character to Your Organization.
Graduates of this course earn certification in Federal Compliance and Ethics Certification
1. (Advanced) Professional Selling in The Automotive Industry ($795)
1. Copyright and Trade Secret Acknowledgement and Agreement
2. Welcome to The College of Automotive Management!
3. Establish Your Personal Baseline Numbers (Sales, Profit, Referrals). You will beat these numbers.
4. Write Down Your Numbers - This is Your Baseline
5. Organize, and Bet on Human Nature - it never changes. Everyone wants to be loved, liked and appreciated.
6. 1-Year Business Plan. Build Your Business with Your Current Employer.
7. The 1-Year Business Plan Math
8. The Reality of Your Business Plan – How it’s Done
9. One Year Business Plan Mini-Quiz
10. The Importance of Using a CRM System in Automotive Sales
11. Use a CRM to Manage Leads & Data, and Retain Customers
12. What is your opinion of the 1-Year Business Plan so far?
13. CRM Mini Quiz
14. Lead Management – Response Times Affect Connectivity Rates and Closing Ratios
15. Lead Management - Stop the Shopper!
16. Why Video is a MUST for Highest Possible Lead Conversion Rates
17. Lead Management: Utilize Automated Response Tools that Start the Sales Process for You
18. Lead Management: Can Profits Really Increase by 300% if 60 second personal response time is achieved for ALL leads?
19. Lead Management Mini Quiz
20. PDF Download - Phone Training Scripts
21. Powerful, Yet Simple Phone Handling Techniques
22. Phone Training: Differentiate Yourself by Being the Most Likeable
23. Role Play: Smile with a Double Thank You – Inbound Call
24. Role Play: Smile with Double Thank You – Outbound Call (responding to a form lead)
25. Role Play: Keep Control of the Conversation
26. Role Play: Keep Asking Appropriate Questions to Stay in Control
27. Your Turn - Role Play Outbound Phone Call with a Friend
28. Role Play: Verify Contact Information
29. Role Play: Establish Reasons to Meet – Part 1 (Budget and Financing)
30. Role Play: Establish Reasons to Meet – Part 2 (Trade-Ins)
31. Role Play: Establish Reasons to Meet – Part 3 (Potential to See Other Units and Test Drive)
32. Role Play: Set a Solid Appointment Using Multiple Reasons to Meet
33. Role Play: Ask for Same Day Appointments
34. Your Turn - Role Play asking Discovery Questions and Establishing Multiple Reasons to Meet
35. Recap of Best Practices for Handling Phone Calls
36. How Would You Rate This Phone Training and Compare it to Other Training Programs?
37. Mini Quiz - Phone Best Practices
38. Your Company and Process - Believe in Both and Be Loyal
39. Meet & Greet Mastery: Keep It Simple – Sell the Next Step
40. Meet & Greet Mastery – Making the Most Positive First Impression
41. Meet & Greet Mastery: Ensure No One Shops Alone. Turn “Just Looking” Into Engagement
42. Vehicle Selection (Part 1): Handling “You Don’t Have What I Want” Without Discounting Price
43. Vehicle Selection (Part 2): Handling “You Don’t Have What I Want” Without Discounting Price
44. Test Drives - Importance & Objective of Test Drives (Introduction)
45. Prepare for The Test Drive - Prepare for the REAL Objective (Relationship!)
46. Selling the Test Drive - Overcoming Objections in Order to Reach YOUR Objective: Relationship
47. After the Test Drive - How to Stop the Shopper "Can we get your business card? We need to do a little more shopping" and Win the Write-Up
48. A FREE lesson from the F&I Process Training Course. Benefits of 100% CSI Sales Meeting Video (14:33)
49. Re-Evaluate Your Interactions with the Last 20 Prospects You Saw - Did You do Better with These New Skills?
50. Trade-In Evaluation Process and Conversation (Bonus: Pro Tip for Closing More Deals)
51. Preparing the Customer for the Best First Pencil and Deal Structure - Proving that You Have Their Best Interests in Mind
52. Presenting the First Pencil/Deal Structure/Terms in the Most Helpful and Friendly Way
53. How to Easily Handle Objections to Price, Monthly Payments, Down Payment, Trade-In Value, Loan Term, or Interest Rate.
54. "We Need to Think About It" - Your Opportunity to Find Out Exactly How to do Business Today!
55. Objection Handling, Negotiations, Closing - Without Friction, With Transparency, to Build Trust
56. Managing Yourself - Develop a Consistent Habit and Start Your Day the Same Way
57. Congratulations! You EARNED a College of Automotive Management Professional Certification!
58. Master's Level Certification - the Next Step - Implementing Your New Skills to Achieve More!
59. How would you rate this initial skill development course?
60. Master's Level Certification - Measuring Increased Performance (Outperform Your Prior Self!)
2. Sales Manager Desking, Presentations and Negotiations ($795)
1. Copyright Trade Secret Acknowledgement & Agreement
2. Desking Process and Styles
3. VIDEO - Benefits of 100% CSI Sales Meeting Video (14:33)
4. DOWNLOAD: Establish Expectations For a Proper Offer (3 Pages)
5. VIDEO: The Write Up - Customer First or Desk First? (4:43)
6. VIDEO: Building a Powerful First Offer Quickly - Guest Concepts Example (6:14)
7. DOWNLOAD: Income/Debt Analyzer Tool (1 Page)
8. VIDEO: Maximizing First Offers - Start off right to end where you want to be (1:11)
9. VIDEO: First Offer Presentations and Closes (3:30)
10. Your Turn - What is recommended script for presenting the First offer?
11. VIDEO: Building Customer Friendly Trade In Appraisals into your First Offer (4:32)
12. VIDEO: Stronger Second Offer Presentations and Closes (4:55)
13. VIDEO: Cash Customer Offers and Comparison Closes (4:34)
14. DOWNLOAD: Lease End Options Presentation (31 Pages)
15. VIDEO: Traditional Write Up Methods (8:33)
16. VIDEO: Rate & Term Questions (3:37)
17. VIDEO: Presenting the Counter Offer (6:52)
18. VIDEO: Writing Up the Cash Customer (4:30)
19. VIDEO: Selling the Trade Allowance (2:43)
20. VIDEO: Overcoming Objections (3:16)
21. Sales Department Management Test
22. Your Turn - Non Confrontational Selling/Negotiating
23. DOWNLOAD: Sales Manager Role Play Scripts to Eliminate Unauthorized Price Discounting (17 Pages)
24. Your Turn: Professional Presentations & Negotiations Best Practices
25. Please Rate Professional Presentations and Negotiations
26. Presentations & Negotiations-Establish the Dealership Role Play Schedule
27. VIDEO: Course Completion - Professional Negotiations and Presentations (2:06)
28. Please rate the Guest Concepts Method of Negotiating
29. Certificate
3. Leadership in Sales & Management ($695)
1. Copyright & Trade Secret Acknowledgement & Agreement
2. VIDEO: Leadership Series (1:44)
3. Welcome to the Leadership Training Course
4. DOWNLOAD: Chapter 1: Leadership - Developing Those Special Qualities (5 Pages)
5. Chapter 1 - Developing Those Special Qualities Evaluation Questions
6. VIDEO: To Gain Trust - Give Away the Credit (1:40)
7. Please provide your feedback
8. DOWNLOAD: Chapter 2 - The Sales Manager as Coach (3 Pages)
9. Chapter 2 - The Sales Manager as Coach Evaluation Questions
10. VIDEO: To Gain Trust - Follow Examples of Successful, Lasting Leadership (1:49)
11. DOWNLOAD: Chapter 3 - What Makes a Great Coach (2 Pages)
12. Chapter 3 - What Makes a Great Coach Evaluation Questions
13. VIDEO: To Gain Trust - Understand Why People May Not Care That You Are "Right" (1:25)
14. DOWNLOAD: Chapter 4 - Training and Coaching Adults - Can You Get Them To Learn? (5 Pages)
15. Chapter 4 - Can You Get Them To Learn? Evaluation Questions
16. VIDEO: To Gain Trust - Practice the Skill of Building on What is Agreeable First (1:20)
17. DOWNLOAD: Chapter 5 - Initiative - Moving Forward In Your Career (3 pages)
18. Chapter 5 - Initiative - Moving Forward In Your Career Evaluation Questions
19. VIDEO: To Gain Trust - Avoid Arguments (1:09)
20. DOWNLOAD: Chapter 6 - Motivation - Knowing What Motivates Each Of Your People (4 Pages)
21. Chapter 6 - Knowing What Motivates Each of Your People Evaluation Questions
22. VIDEO: To Gain Trust - Check Your Motives (0:57)
23. DOWNLOAD: Chapter 7 - Praise Even Little Things Mean A Lot! (3 Pages)
24. Chapter 7 Praise - Even Little Things Mean A Lot! Evaluation Questions
25. VIDEO: To Gain Trust - Put Team Before Self (1:46)
26. DOWNLOAD: Chapter 8 - Teamwork - You Don't Have to Do It Alone! (4 Pages)
27. VIDEO: To Gain Trust - Choose Collaboration Over Pushing Your Agenda (1:03)
28. DOWNLOAD: Chapter 9 - Criticism When Coaching, a Learning Experience (3 Pages)
29. Chapter 9 - Making Criticism A Learning Experience Evaluation Questions
30. VIDEO: To Gain Trust - Use the Power of Positive Virtues to Sell Your Point (1:02)
31. Chapter 10 - Stress Management - Relax Your Way To Better Management
32. To Gain Trust - Never Say "You Are Wrong" (0:46)
33. Chapter 11 - Hiring - Matching the Right Person to the Job
34. To Gain Trust - Appeal to Nobler Motives (1:23)
35. DOWNLOAD: Chapter 12 - Turning Around a Lagging Sales Department (4 Pages)
36. Chapter 12 - Turning Around a Lagging Sales Department Test
37. Chapter 12 - Turning Around a Lagging Sales Department Self Evaluation
38. VIDEO: To Gain Trust - Share Your Journey (1:11)
39. DOWNLOAD: Chapter 13 - Making An Uneasy Situation Bearable (6 Pages)
40. Chapter 13 - Making An Uneasy Situation Bearable Evaluation Questions
41. Your Turn - What will make you a better leader?
42. Please Rate Leadership in Sales & Management
43. Certificate
4. Federal Compliance and Ethics Certification ($495)
1. Copyright & Trade Secret Acknowledgement & Agreement
2. Video - Introduction to Legal Compliance Training (4:03)
3. March 2026 - 97 dealer groups notified by the FTC for deceptive pricing practices
4. Video - Police arrest car dealership managers and employees accused of fraud in 2013 (2:18)
5. Video - Car dealership employees charged with fraud (1:52)
6. VIDEO: AUTO DEALER LEGAL COMPLIANCE PART 1 (13:25)
7. Auto Dealer Legal Compliance Part 1 Exam
8. Video - Indianapolis Car Dealership Under Investigation for Odometer Fraud in 2022 (4:28)
9. Dealership Bosses Found Guilty of Fraud in 2021 (00:30)
10. VIDEO: AUTO DEALER LEGAL COMPLIANCE PART 2: (10:06)
11. Download: Compliant Credit Application Example (1 Page)
12. Auto Dealer Legal Compliance Part 2 Exam
13. Video - Deceptive Practices Example (4:20)
14. VIDEO: AUTO DEALER LEGAL COMPLIANCE PART 3 (10:34)
15. Download: Compliant Adverse Action Notice Example (1 Page)
16. Download: Compliant Risk Based Pricing Notice Exception Example (1 Page)
17. Auto Dealer Legal Compliance Part 3 Exam
18. Video - Car dealership being sued by the state (3:37)
19. VIDEO: AUTO DEALER LEGAL COMPLIANCE PART 4 (10:03)
20. Video - Houston PD cracking down on ID fraud at car dealerships in 2021 (2:15)
21. Video - 23 people charged in connection with auto dealer fraud network in 2020 (1:35)
22. Download: Compliant Privacy Notice Example (2 Pages)
23. Download: OFAC Report Example (1 Page)
24. Download: High Risk Red Flags Report Example (1 Page)
25. Download: Low Risk Red Flags Report Example (1 Page)
26. Download: Red Flags Worksheet Example (1 Page)
27. Auto Dealer Legal Compliance Part 4 Exam
28. Video: Scam - Deal or No Deal (6:21)
29. VIDEO: AUTO DEALER LEGAL COMPLIANCE PART 5 (12:54)
30. Auto Dealer Legal Compliance Part 5 Exam
31. Download: Getting Customers on the Lot Without Crossing the Line PDF (23 Pages)
32. Advertising Best Practices Test
33. Video - Dealership's Fraud Deposition (3:05)
34. Video - Former Pinellas County car dealer sentenced to 10 years in prison for fraud (1:46)
35. VIDEO: AUTO DEALER LEGAL COMPLIANCE PART 6 (18:51)
36. Auto Dealer Legal Compliance Part 6 Exam
37. Video - FBI seizes files from car dealership (1:07)
38. VIDEO: AUTO DEALER LEGAL COMPLIANCE PART 7 (12:35)
39. Video: Ethics - Loving Your Customers (9:18)
40. Video: Ethics - Do What is Right - ALWAYS! (6:16)
41. Video: Ethical Definition of Selling (12:22)
42. Please rate this content and your employer for providing it
43. Auto Dealer Legal Compliance Part 7 Exam
44. Video - Local 2 News Investigates Car Dealership (4:57)
45. Download: White Paper - Professional Presentations, Negotiations & Fair Lending Policy Best Practices (3 Pages)
46. Professional Presentations, Negotiations & Fair Lending Best Practices Exam
47. Professional Presentations, Negotiations & Fair Lending Best Practices Questions
48. Compliant Professional Presentation and Negotiation Desking Survey
49. Download: Links to Federal and State Laws & Regulations (8 Pages)
50. Your Turn - What has legal compliance training done for you?
51. Please Rate Compliance & Ethics
52. Code of Ethics & Acknowledgement of Compliance Training
53. Code of Ethics & Acknowledgement of Compliance Training Download
54. Certificate
5. LEASING MASTER CLASS - Leasing Structures, Presentations & Disclosures ($795)
1. Copyright & Trade Secret Agreement
2. Download: Leasing Student Textbook (74 Pages)
3. VIDEO: Leasing Introduction, Comparing Leasing to Financing, Leasing Definitions and Terminologies (9:09)
4. VIDEO: Lease or Cash Comparison - Cash vs. One-Pay Lease Side by Side (5:38)
5. VIDEO: Basic Lease Calculation Overview (6:17)
6. Download: Residual Value Lease Guide Sample (26 Pages)
7. VIDEO: Leasing Structures and Eligibility (14:38)
8. VIDEO: Lease Payment Calculation Exercises - The Five Step Process (10:31)
9. Download: Lease Scenario and Worksheet - Lease With Standard Miles $12,562 (2 pages)
10. VIDEO: Lease Calculation - Lease With Standard Miles $12,562 (19:03)
11. Download: Lease Scenario and Worksheet - Lease with Excess Miles $21,899 (2 Pages)
12. VIDEO: Lease Calculation - Lease with Excess Miles $21,899 (9:40)
13. Download: Lease Scenario and Worksheet - Lease with Excess Miles + Negative Equity $19,856 (2 Pages)
14. VIDEO: Lease Calculation - Lease With Excess Miles + Negative Equity (4:49)
15. Lease Calculation Test
16. Please rate what you've learned about Leasing so far and your employer for providing this training
17. Regulation M - Federal Consumer Leasing Act Overview (5 Pages)
18. Regulation M General Requirements and Checklists (12 Pages)
19. Regulation M Test
20. Leasing First Strategy Presentation (31 Pages)
21. VIDEO: Lease F&I Administration Process with Customer and Product Presentation Video example (37:37)
22. Lease Package Checklist for Lender - New Vehicles (1 Page)
23. Download to use for Final Exam (1 Page)
24. Leasing Final Exam - 100% Test Score Required - You Can Do it!!
25. Your Turn - What have you learned about leasing?
26. Please Rate this Leasing Master Class - Leasing Structures, Presentations and Disclosures
27. Certificate
6. Subprime (Special Finance) Structures, Presentations & Disclosures ($695)
1. Copyright & Trade Secret Agreement
2. Student Textbook Section 1 (29 pages)
3. DOWNLOAD: Student Workbook Section 1 (40 pages)
4. DOWNLOAD: FICO Score Information and Chart (2 pages)
5. VIDEO: Sub-Prime Review: Subprime Guidelines Terms, Definitions, and Lending Practices (46:08)
6. VIDEO: Sub-Prime Review: Ch2 (27:50)
7. DOWNLOAD: Special Finance Loan Underwriting Guideline (1 page)
8. DOWNLOAD: Student Textbook Section 2 (67 pages)
9. DOWNLOAD: Student Workbook Section 2 (126 pages)
10. VIDEO: Sub-Prime Review: Lender Selection based on Customer Credit Profiles, Vehicle, and Stipulations (42:50)
11. VIDEO: Advent Training - Dealer Management System (DMS) Operations and Data Entry (23:47)
12. VIDEO: Sub-Prime Review: calculate max selling price, max payment, debt ratio, payment to gross ratio, discretionary income (29:59)
13. VIDEO: Advent Training Ch 6 (14:10)
14. VIDEO: Credit Bureau Training Chapter 1 (58:47)
15. Sub-Prime Guidelines (Exam #1)
16. DOWNLOAD: Student Textbook Section 3 (11 pages)
17. DOWNLOAD: Student Workbook Section 3 (86 pages)
18. VIDEO: Cantrell Deal, Chapter 1 (56:01)
19. VIDEO: Cantrell Deal, Continued - Chapter 2 (13:37)
20. VIDEO: Cantrell Deal, Continued, Chapter 3 (32:34)
21. VIDEO: Cantrell Deal, Advent - Chapter 4 (17:38)
22. VIDEO: Jason Brown Deal, Chapter 5 (32:44)
23. VIDEO: Jason Brown Deal, Continued - Chapter 6 (23:00)
24. VIDEO: Jason Brown Deal - Advent, Chapter 7 (22:03)
25. Sub-Prime Guidelines (Exam #2)
26. VIDEO: Norman Bates Deal, Chapter 1 (17:29)
27. VIDEO: Norman Bates Deal, Continued - Chapter 2 (20:08)
28. VIDEO: Norman Bates Deal - Advent, Chapter 3 (17:29)
29. Sub-Prime Guidelines (Exam #3)
30. DOWNLOAD: Student Textbook Section 4 (17 Pages)
31. DOWNLOAD: Workbook Section 4 (128 Pages)
32. VIDEO: Gloria Perera Deal, Chapter 1 (41:15)
33. VIDEO: Gloria Perera Deal - Advent, Chapter 2 (10:46)
34. VIDEO: Income Calculations, Chapter 5 (35:36)
35. VIDEO: Clifford Martin Deal, Chapter 6: (25:38)
36. VIDEO: Clifford Martin Deal - Advent, Chapter 7 (13:05)
37. VIDEO: Robert Martin Deal, Chapter 8 (34:02)
38. VIDEO: Robert Martin Deal - Advent, Chapter 1 (18:42)
39. VIDEO: Jim Hughes Deal, Chapter 2 (32:56)
40. VIDEO: Jim Hughes Deal - Advent, Chapter 3 (12:52)
41. DOWNLOAD: 16-18 Payslips.pdf (3 Pages)
42. Sub-Prime Loan Underwriting (Exam #4)
43. DOWNLOAD: Textbook Section 5 (18 Pages)
44. DOWNLOAD: Workbook Section 5 (102 Pages)
45. VIDEO: Loan Underwriting, Chapter 1 (25:12)
46. VIDEO: Jesse Martin Deal, Chapter 2 (34:06)
47. VIDEO: Jesse Martin Deal - Advent, Chapter 3 (18:29)
48. VIDEO: Special Finance Set-Up, Chapter 4 (17:26)
49. VIDEO: Special Finance, Continued: Ch5 (10:17)
50. Sub-prime Experian Credit Profile (Exam #5)
51. Sub-prime Equifax Credit Profile (Exam #6)
52. DOWNLOAD: Special Finance Best Practices Whitepaper (13 Pages)
53. Special Finance Best Practices Exam
54. Special Finance Best Practices Evaluation Questions
55. Your Turn - How can Special Finance help you?
56. Please Rate Subprime Structures, Presentations and Disclosures
57. Certificate
The coveted Masterclass Diploma, earned at the College of Automotive Management, is respected by Dealers NATIONWIDE Mike Schwartz, General Manager and Servant Leader of Galpin Ford, #1 Ford Dealer in the World.
Alfredo Labrador - First 4 months bottom line profit results - $123,303 Extra Gross Profit
Alfredo’s employer made $123,303 of ADDITIONAL PROFITS from a much higher gross profit average per sale and a many more units per month. What changed?
“I had an average increase of $1,807 per unit every month over my 90-day baseline average of ($546) established in Jan, Feb, and March, since I started the training and increased my average units sold per month over my baseline of 5 units to 17.5 units per month. The knowledge I gained has been very helpful.”
Employee’s quotes from the interactive Learning Management System…
“I rate this course excellent. This automotive management college is really great training. I want to go back again to remember everything. I can come back any time. I want to thank Bill, our owner, for opening up this teaching to his salespeople and the opportunity to learn more and to be successful in this business. Mahalo & GOD BLESS!”
Alfredo Labrador, Professional Salesperson
Abdi Ebrahimi - First 5 months bottom line profit results - $12,138 Extra Gross Profit
Abdi’s employer made $12,138 of ADDITIONAL PROFITS from a much higher gross profit average per sale in just five months. What changed?
“After I started training provided by the College of Automotive Management, my profit per car increased by $357 above my prior 90 day average.”
Employee’s quotes from the interactive Learning Management System…
“The training is excellent. Desking/Negotiation so far is my favorite. Phone training was excellent and was not taught in the manufactures training courses. My employer should benefit from getting higher grosses from the entire sales department.”
Abdi Ebrahimi, Professional Salesperson
Lorenzo France - First 5 months bottom line profit results - $79,497 Extra Gross Profit
Lorenzo’s employer made $79,497 of ADDITIONAL PROFITS from his increased unit sales and a much higher gross profit average per sale. What changed?
“I am excited to say I have sold more units and made more gross income since starting the course than I ever have before since being in the car business for 6 years. I increased my steep baseline average of 22 units sold per month to 23 units for two consecutive months and I had an average increase of $803 per unit for April thru July over my 90 day baseline average established in Dec, Jan, and Feb. There are so many things I didn’t understand about the business until taking this course.”
Employee’s quotes from the interactive Learning Management System…
“I want to start by saying thanks. I rate this course excellent. This is actually the second training I did and this one is more detailed and easier to understand. I think it will benefit me in the long run especially with my goals to own my own dealership. I can say it has helped me in so many ways- I am more relaxed when talking to customers on the phone, it has helped me keep my CSI above level, and referrals have been amazing! Before, I maybe had four referrals a month, now for sure over eight. Looking forward to learning more. I know it will help strengthen my career and do great things for my company.””
“It has opened my eyes in so many ways. It has shown me how to listen more to the customer and build more relationships. Last month, I tested it and built better relationships with the skills I learned and through that, I am excited to say I sold more units and more gross since starting in the car business 6 years ago. After the first six hours of online training, I commented that I plan on making 5 times what I normally make now… which is over $100,000 per year. Then, in my first two months after starting the training, I’ve already earned more than $55,000 in sales commissions.”
Lorenzo France, Professional Salesperson
Chris Rezabek - First 4 months bottom line profit results - $13,668 Extra Gross Profit
Chris’s employer made $13,668 of ADDITIONAL PROFITS from a much higher gross profit average per sale and more unit sales in just four months. What changed?
“Since the start of training at The College of Automotive Management, I have had an average increase of $804 per unit April thru July over my 90 day baseline average of $2703. I also increased my average number of units sold per month by 4 units above the same baseline average mentioned above in June and then 6 more than my baseline in July.”
Employee’s quotes from the interactive Learning Management System…
“I rate this training excellent. Everything about this course is great. I am enjoying putting everything I learn into my everyday life here at work. I would give this course and everything I have learned a 10.”
Christopher Rezabek, Professional Salesperson
Joanna Mattos - First 4 months bottom line profit results - $73,019 Extra Gross Profit
Joanna’s employer made an EXTRA $73,019 in four months from Joanna’s ADDITIONAL increased profit per unit. What changed?
“I had a per unit average increase of $1,058 April thru July over my 90 day baseline average established in Jan, Feb, and March, which was $1,275. I almost doubled it completely by implementing the recommended professional selling strategies of loving your customer and to not think of them as just someone that is going to buy a car but a person that I can call a friend. When you treat a person as a friend and not just another car deal, you make them feel special. By approaching my career in sales as a career of satisfying needs and wants vs. talking people into something, will first help me make more of my customers a friend and not just some person I meet.”
Employee’s quotes from the interactive Learning Management System…
“This training is different from others because I never came across a training that informs you to treat your customer as a friend and that is important.”
Joanna Mattos, Professional Salesperson
Bully Koani - First 5 months bottom line profit results - $25,536 Extra Gross Profit
In the first five months Bully’s employer made $25,536 of ADDITIONAL PROFITS from a much higher gross profit average per sale. What changed?
“After starting the online training program from the College, I increased my profit per car average in 4 of the last 5 months. For those months my average profit per sale was $798 higher than my previous 90 day average.
Employee’s quotes from the interactive Learning Management System…
“This course is really helpful to new salesman like me. I’m still a green pea. I learned a lot from taking this course. I rate this course excellent.”
Bully Koani, Professional Salesperson
Rolly Medrano - First 5 months bottom line profit results - $26,103 Extra Gross Profit
Rolly’s employer made $26,103 of ADDITIONAL PROFITS from his increased unit sales and a much higher gross profit average per sale. What changed?
“After starting this training program, my average profit per car increased by $1,243 per unit March thru July over my 90 day baseline average established in Dec, Jan, and Feb. I will continue to implement everything that I have learned to my profession.”
Employee’s quotes from the interactive Learning Management System…
“This is excellent training program and very informative. I picked up ideas and strategies that will help me achieve my goals.”
Rolly Medrano, Professional Salesperson - 2014 Aloha Kia - Nimitz
Jonathan Kaaihue - First 6 months bottom line profit results - $13,668 Extra Gross Profit
Jonathan’s employer made $13,668 of ADDITIONAL PROFITS from more unit sales in just six months. What changed?
“Since I have started the training at the College I raised my average units sold per month to 12 cars, which is 4 above my baseline that was established Jan, Feb, and March.”
Employee’s quotes from the interactive Learning Management System…
“Excellent! Very thorough and a 10/10! This training program has been the best, most invaluable training I have ever received in the automotive industry.!”
Jonathan Kaaihue, Professional Salesperson
Donny Kim - First 5 months bottom line profit results - $49,922 Extra Gross Profit
In the first five months Donny’s employer made $49,922 of ADDITIONAL PROFITS from a much higher gross profit average per sale. What changed?
“I had an average increase of $1,141 per unit for April thru July over my 90 day baseline average and increased my front end gross five out of the 6 months since I started training at the College.
Employee’s quotes from the interactive Learning Management System…
“Excellent. Excellent. Excellent. Good Techniques and good information. I learned proper compliments go a long way in the building relationship stage.”
Donny Kim, Professional Salesperson
Jerry Hall - First 6 months bottom line profit results – $34,336 Extra Gross Profit
Jerry’s employer made $34,336 of ADDITIONAL PROFITS from a much higher gross profit average per sale. What changed?
“I increased my profit per car average and maintained that increase for 5 of the last 6 months since starting training provided by the College of Automotive Management. For 4 of the 6 months, that profit per sale increase averaged $856 per unit.”
Employee’s quotes from the interactive Learning Management System…
“I have always been told to bond with the customer and find common ground, but what this course is saying is go beyond that and really find out about the customer, and follow up with them in the future to share information that pertains to their interest to help build a relationship that will last. Also, what I have learned is it is important to always be truthful and always do what is right for everyone. The Phone training course was excellent; it provided great training, with phone scripts that help walk you through what questions to ask the customer to make you stand out from other dealers.”
Jerry Hall, Professional Salesperson
Justin Carlton - First 6 months bottom line profit results - $47,650 Extra Gross Profit
Justin’s employer made an EXTRA $47,650 in six months from Justin’s ADDITIONAL increased profit per unit. What changed?
“Since starting training at the College my profit per car increased by $607 per sale on average Feb-July, 2014 (6mo average), over my prior 90 day baseline average. I sold 17 cars in May alone, 4.5 more than my 90 day baseline average.”
Employee’s quotes from the interactive Learning Management System…
“I rate the training Excellent. The course explained price isn't why people always buy from you. That is true. I have learned to show my respect and put myself into their shoes to treat them the way I would like to be treated if I were buying =)”
Justin Carlton, Professional Internet Salesperson
Carlo Pocino - First 6 month bottom line profit results - $25,695 Extra Gross Profit
Carlo’s employer made more than $25,695 of ADDITIONAL PROFITS from his increased unit sales and a much higher gross profit average per sale. What changed?
“After starting the personal development program at the College online my average profit per car increased by $876 in February and March over my prior 90 days baseline average of $2548 established in Nov, Dec, and Jan. In 4 of the last 6 months I also maintained an additional 7 units higher than my prior baseline average and achieved top salesperson 3 months in a row.”
Employee’s quotes from the interactive Learning Management System…
“Great Info! The Training is Excellent! I will implement the love your customer thing to be more approachable on the car lot. If a customer has a bad attitude or is rude I will overcome that with kindness.”
Carlo Pocino, Professional Salesperson
Walter Borchers - First 6 months bottom line profit results - $24,716 Extra Gross Profit
In the first six months Walter’s employer made $24,716 of ADDITIONAL PROFITS from his increased unit sales and a much higher gross profit average per sale. What changed?
“After starting the online training program from the College… I increased my profit per car average in 5 of the last 6 months. For 4 of those 6 months my average profit per sale was $668 higher than my previous 90 day average. I also averaged 1.5 more units per month over the entire 6 month period.
Employee’s quotes from the interactive Learning Management System…
“This is a great course for the beginner, but a fantastic course for the experienced salesperson. I have tried harder to become friends with customers and it has started to pay off in numerous ways.”
Walter Borchers, Customer Loyalty & Renewal Sales Specialist
Dave Macias - First 6 months bottom line profit results - $58,675 Extra Gross Profit
David’s employer made more than $58,675 of ADDITIONAL PROFITS from a much higher gross profit average per sale and more unit sales in just six months. What changed?
“As the fleet manager, I sell a lot of units. In December I sold 28, and that month was one of three months that comprised my “base line” average I wanted to beat. During the first six months after starting training provided by the College I maintained an average of ½ a car more than my baseline, but more importantly increased my profit per car by $584 on average OVER THE ENTIRE SIX MONTHS, including April when my profit increase was more than $800 per unit sold.”
Employee’s quotes from the interactive Learning Management System…
“This is a very interesting course. I feel that this will help me in everyday life with customers and people that I meet. I would rate the phone training as Excellent. It helps to make a friend when you show concern.”
Dave Macias, Fleet Manager
Tom Dunlap - First 6 months bottom line profit results - $25,015 Extra Gross Profit
Tom’s employer made $25,015 of ADDITIONAL PROFITS from a much higher gross profit average per sale in just six months. What changed?
“Since I started training provided by the College my customers have been paying me more to do business with me. For four of the last six months my profit per unit increased by more than $300 on average. During my first 60 days after starting the training my profit per sale averaged $447 more than my prior 90 das average.”
Employee’s quotes from the interactive Learning Management System…
“I am one of the dealer’s Internet managers. Sweet that there is automotive training that focuses on loving our customers and being their friends. I am very focused on loving each and every person I meet. The phone training course is excellent. It challenges us to stay in control of the conversation with proven word tracks. This course has helped me find creative ways to create relationships over the phone and to get the customers information in different manner then we are all taught in the car business. I also will need to do a better job with long term follow up with each and every friend I make day to day.”
Tom Dunlap, Internet Specialist
Roy Ball - First 6 months bottom line profit results - $36,326 Extra Gross Profit
Roy’s employer made $36,326 of ADDITIONAL PROFITS from a much higher gross profit average per sale in just six months. What changed?
“After I started training provided by the College of Automotive Management my profit per car increased dramatically. During the last 6 months, I maintained an average of $866 more per sale than I did during my prior 90 day average.”
Employee’s quotes from the interactive Learning Management System…
“Excellent. I am in the business now about 13 years. So far everything that you said is true. This does help on increasing your income and closing ratio.”
Roy Ball, Professional Salesperson
“Excellent (I will be referring to this section in the future to establish good contact habits for current and brand new employees).
I consider the: love, like, appreciate mentality to be comparable to the foundation of the Business plan's infrastructure and thus invaluable.
I like the prospective impact of what "Loving the customer" and focusing on the friend above only the "what it’s going to take to make the sale mentality”, is a totally different outlook which I believe will promote a more positive experience for both the customer and the salesperson.
The facts and information that was presented in the series I found easy to absorb and I am anxious to give this different perspective a try and start to grow relationships rather than rely solely on the product. “
10/10 excellent! This section can directly influence your stores ability to generate income.
Professional Desking rates an Excellent in my book, the different methods of staying on the customer’s side has already had an impact on the store. Thank you!”
Daniel Menasian, Sales Manager
“The phone training course is excellent. The training was very helpful with phone calls. I am really grateful. It can help us in real world situations with customers.”
Troy Chong, General Sales Manager
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