Automotive Sales Training Program

Online Course Bundle

Course Objectives

  • 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.
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Courses Included

The coveted diploma earned at the College of Automotive Management is respected by dealers nationwide.


Reviews & Results

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