31 trainers 308 training modules quick stats 101 · pdf filencm ondemand trainers -...

UPDATED: FALL 2014

“The variety of training, the variety of topics – and the ability to access those topics quickly has just been phenomenal.” – Jason Reeves, Sales Training Manager, Mercedes-Benz of Buckhead

NCM OnDemand includes timely and relevant content from some of the most respected and sought-after subject matter experts and instructors available. Training materials are consistently being added and are available 24 hours a day, 7 days a week.

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31 TRAINERS

101 COURSES

308 TRAINING MODULES

INFINITE OPPORTUNITYQUICK STATS

Table of Contents

NCM OnDemand Trainers ......................Advertising & Marketing .........................Customer Experience .............................Data Management ..................................Fixed Operations ....................................Foundational Wisdom .............................Internet/BDC ...........................................Management/Leadership .......................NCM Institute Webinars ..........................Personal Development ...........................Sales Training .........................................Service Training .....................................Used Vehicles ........................................

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NCM OnDemand Trainers

- Foundational Wisdom- Internet/BDC- Management/Leadership- Sales Training- Service Training- Used Vehicles

ALAN RAMPROACTIVE TRAINING SOLUTIONS

DAVE ANDERSON

- Customer Experience- Foundational Wisdom- Management/Leadership

LEARN TO LEAD

JARED HAMILTON

- Foundational Wisdom- Internet/BDC

DRIVING SALES UNIVERSITY

JEFF COWAN

- Foundational Wisdom- Sales Training- Service Training

JEFF COWAN’S PRO TALK

ROBIN CUNNINGHAM

- Foundational Wisdom- Management/Leadership- Service Training- Used Vehicles- NCM Institute Webinars

NCM INSTITUTE

STEVE HALL

- Foundational Wisdom- Fixed Operations- NCM Institute Webinars- Service Training

NCM INSTITUTE

BLAIR SINGER

- Personal Development- Sales Training

BLAIR SINGER TRAINING

BRAD LEA

- Sales TrainingLIGHTSPEED VT

BOB URICHUCK

- Customer Experience- Personal Development- Sales Training

VELOCITY SELLING

LARRY WINGET

- Management/Leadership- Personal Development

PITBULL OF PERSONAL DEVELOPMENT

MARK JEFFRIES

- Personal DevelopmentM.J. COMMUNICATION ACADEMY

PATRICIA FRIPP


FRIPP VT

PAUL WEBB

- Sales TrainingWEBB VT

SCOTT KLOSOSKY

- Advertising/Marketing- Internet/BDC- Management/Leadership- Sales Training

TECHNOLOGY MASTER INSTITUTE

SYNBELLA

- Personal DevelopmentSYNBELLA

TOM HOPKINS

- Internet/BDC- Sales Training

TOM HOPKINS SALES ACADEMY

ZIG ZIGLAR


THE ZIGLAR SUCCESS INSTITUTE

TONY ALESSANDRA

- Personal DevelopmentDISC TRAINING

SHEP HYKEN

- Customer ExperienceSHEPARD VT

DR. CHERIE CARTER-SCOTT

- Personal DevelopmentTHE MMS INSTITUTE, LLC

CORY MOSLEY

- Customer Experience- Internet/BDC- Sales Training

MOSLEY 24/7

COSTIGAN TRAINING

- Sales TrainingCOSTIGAN UNIVERSITY

DALE POLLAK

- Used VehiclesVAUTO

DAVID LEWIS

- Sales TrainingDAVID LEWIS & ASSOCIATES ONLINE

DON REED

- Service TrainingTHE DON REED PRO TRAINING NETWORK

GLENN LLOPIS

- Management/Leadership- Sales Training

HISPANIC LEADERSHIP ACADEMY

JASON EVANS

- Sales TrainingPOWER SALES UNIVERSITY

JEFFREY GITOMER

- Sales TrainingJEFFREY GITOMER

JODY DEVERE

- Customer Experience- Sales Training

ASKPATTY

JONATHAN DAWSON

- Sales TrainingSELLCHOLOGY

DAVID SPISAK

- Data ManagementREVERSERISK

The following pages are arranged by training topic. Because some courses fall into multiple categories, some duplication does occur.

4 | NCM OnDemand Content | Updated Fall 2014 | ncmondemand.com

ADVERTISING & MARKETINGSCOTT KLOSOSKYTECHNOLOGYMASTER INSTITUTE

Technology & Leadership - The Big Picture- Digital Darwinism- The Leadership Gap - Business People vs IT People- Transitional Leadership - Leaving Your Legacy- Philosophies Behind Technology - Technology Is Not Just Pieces of Software- The Two Sides of Technology - Digital Plumbing & Digital Marketing- Profit Amplification- Technology- Industry Examples - The Good & The Bad

0:05:540:06:160:00:240:10:16

0:11:13

0:06:020:10:510:09:39

Technology Mastery- Overview of Technology Mastery- High Beam Leadership- Technology & Connections - Connecting Things That Have Never Been Connected Before- Balance Between Humans & Technology - Humalogy- The Six Layers of the Technology Mastery Model

0:08:120:11:240:10:17

0:08:300:08:52

CUSTOMER EXPERIENCEBOB URICHUCKVELOCITY SELLING

Attitude Towards You- Know Your 10 Rights- Understanding B.A.F.A.R.

0:05:570:06:47

Behavior Towards Organization- Call to Close Ratio/Tracking Behaviors 0:06:53

Behavior Towards Yourself- Know What You Want 0:05:09

Three Competencies You Need To Master First- Buyer Engagement 0:01:59

Prescribing Solutions - Asking for Referrals 0:03:21

Qualifying Buyer Opportunities - Setting Parameters (Ground Rules) 0:03:30

NCM OnDemand Training categories


CORY MOSLEYMOSLEY 24/7

Gen-Y & Millennials Education - Gen-Y Favorite Brands- Gen-Y Influence Factor- Gen-Y Pop Quiz- Who They Are- Why They Matter

0:01:170:02:070:03:100:01:530:01:45

DAVE ANDERSONLEARN TO LEAD

Customer Service Train Wrecks: 8 Lessons in Four Hours

0:29:36

Create “WOW!” Client Experiences & Unmatched Customer Service!

0:42:52

How to Pull Away from the Pack 0:38:07

The Brand: Your Secret Weapon to Beating the Competition!

0:32:20

You Can’t Build Great Organizations Around Satisfied Customers!

0:24:45

CUSTOMER EXPERIENCE (CONTINUED)

GLEN LLOPISHISPANIC LEADERSHIPACADEMY

Earning Consumer Trust - 4 Things that Set Great Companies Apart- The Hispanic Identity Crisis- The Lack of Cultural Intelligence is Damaging

0:06:190:06:460:06:47

JODY DEVEREASKPATTY

Intro to Selling & Marketing to Women - A Change is Coming- Introduction to Jody DeVere, CEO of AskPatty.com- Introduction to the Market- The Power of the Female Consumer- Training Overview

0:04:230:03:060:06:280:05:430:02:55

SHEP HYKENSHEPARD VIRTUALTRAINING

The Customer Focus - Introduction - Creating an Amazing Customer Experience- Introduction

0:04:190:02:43


DATA MANAGEMENTDAVID SPISAKREVERSERISK

Turning Big Data into Big Additional Net Profit

0:42:31

Fixed OperationsSTEVE HALLNCM INSTITUTE

Reduce & Control Parts Obsolescence- Best Practices - Phase In/Phase Out- Best Practices - SOP Procedures- Best Practices - Written Return Policy- Introduction- Liquidating Obsolescence- Q&A Section- What Are the Intangible Costs to You?- What Are the Tangible Costs to You?

0:07:410:07:570:47:180:05:440:59:270:59:330:06:420:03:06

FOUNDATIONAL WISDOMALAN RAMPROACTIVE TRAINING SOLUTIONS

0:18:510:11:250:20:440:24:060:15:220:15:03

Service & Parts - How One Affects the Other- How Parts Can Help Service- How Service Can Help Parts- Identifying the Differences Between Parts and Service- Introduction- Q&A Section- Where Does the Friction Come From?- Wholesales vs. Retail Sales

0:06:410:04:300:05:480:05:510:05:470:08:210:13:04

Monthly Foundational Wisdom- April: Is Your BDC the Result of a Failure in Training?- May: Questions and Answers- June: Communication is Key- July: Accountability- August: Intelligent Development- September: Intelligent Development (Continued)

DAVE ANDERSONLEARN TO LEAD 0:18:12

0:18:270:17:520:19:310:19:280:19:11

Monthly Foundational Wisdom- April: The Truth about Dead Weight- May: Ramp Up Spring Training!- June: Mid-Year Excuse Audit- July: Make Second Half Adjustments- August: Four Ways to Measure Your Managers- September: 3 Key Leadership Adjustments for September


FOUNDATIONAL WISDOM (CONTINUED)

JARED HAMILTONDRIVINGSALESUNIVERSITY

0:18:510:11:250:20:440:24:060:15:220:20:01

Monthly Foundational Wisdom- April Foundational Wisdom- May Foundational Wisdom- June Foundational Wisdom- July Foundational Wisdom- August Foundational Wisdom- September Foundational Wisdom

JEFF COWAN PRO TALK 0:21:27

0:23:360:22:470:21:270:24:060:21:27

Monthly Foundational Wisdom- April: Getting Your Service Advisors to Follow Processes- May: How to Set Up Training in Your Fixed Operations- June: Pay Plans That Create Accountability- July: Questions, Myths & Facts- August: Getting Back on Track- September: Select the Perfect Training

ROBIN CUNNINGHAMNCM INSTITUTE 0:17:19

0:17:440:22:230:20:240:23:33

0:24:29

Monthly Foundational Wisdom- April: A Perfect Day for a General Manager- May: Create a More Predictable Work Environment- June: Producing More Predictable Profitability- July: Is Leadership the Key or is it all just a Numbers Game?- August: The Challenges of Instituting Real Change in the Used Vehicle Department (Part 1)- September: The Challenges of Instituting Real Change in the Used Vehicle Department (Part 2)

STEVE HALLNCM INSTITUTE 0:17:47

0:17:540:19:280:17:370:18:250:20:24

Monthly Foundational Wisdom- April: A Different Mindset About Express Service- May: Increase Your Parts Knowledge- June: Working Together Towards Total Dealership Success- July: Parts & Service - Helping Each Other Succeed- August: Addressing Capacity Issues in the Service Dept.- September: The First Steps to Solving Capacity Issues

INTERNET / BDCALAN RAMPROACTIVE TRAININGSOLUTIONS

FirePhone - RAPID FIRE 0:05:00

Handling the Specific Ad Call - Appointment Setting- Expanding Horizons & Utilizing Scripts- Introduction to the Specific Ad Call- Relieving the Pressure & Getting the Number- Speaking with Conviction & Handling the Trade

0:10:490:07:390:10:020:04:080:08:00



Internet Sales- Initial Engagement- The Why Buy

0:05:210:02:58

INTERNET / BDC (CONTINUED)

JARED HAMILTONDRIVING SALESUNIVERSITY

Internet Lead Handling- 7 Process Points of Effective Lead Management- Converting an Email Lead to an Appointment- Creating Long Term Mini Campaigns- General Email Template Review- Outbound Follow-Up Tips- Process Point 1: Quick Response- Process Point 2: Transparency- Process Point 3: Provide Options- Process Point 4: Sell Product Advantages- Process Point 5: Phone Call- Process Point 6: Long Term Follow-Up- Process Point 7: Consistent Sales Process- The Importance of Communicating Your Brand

0:10:280:06:350:04:400:05:080:04:440:02:140:04:250:02:280:03:330:02:480:03:240:04:160:05:32

TOM HOPKINSTOM HOPKINSSALES ACADEMY

Technology & Leadership - The Big Picture- Concerns About the Information Provided- Direct Mail Follow Up with Leads- Email Follow Up with Leads- In-person Follow Up with Leads- Telephone Follow Up with Leads

0:04:230:04:390:05:360:03:060:07:06

SCOTT KLOSOSKYTECHNOLOGYMASTER INSTITUTE


0:05:540:06:160:00:240:10:16

0:11:13

0:06:020:10:510:09:39


0:08:120:11:240:10:17

0:08:300:08:52


Management / LeadershipALAN RAMPROACTIVE TRAININGSOLUTIONS

Managers Meeting for Owners, GMs & Managers- Expectations & Accountability- Managing Today

0:04:220:18:21

DAVE ANDERSONLEARN TO LEAD

Customer Service Train Wrecks: 8 Lessons in Four Hours

0:29:36

How to Create “WOW!” Client Experiences & Unmatched Customer Service!

0:42:52

How to Pull Away from the Pack 0:38:07

The Brand: Your Secret Weapon to Beating the Competition!

0:32:20

You Can’t Build Great Organizations Around Satisfied Customers!

0:24:45

The Anderson Hiring System- How to Create a Rigorous Interview Process- How to Hire, Recruit, Interview, & Retain Great People- Retaining Eagles Once You Find Them- The Power of Differentiation

0:45:240:42:490:37:560:29:32

GLENN LLOPISHISPANIC LEADERSHIP ACADEMY

Leveraging Your Hispanic Heritage- 4 Vital Skills and Your 6 Natural Characteristics- Introduction to Leverage Your Hispanic Heritage- Knowing Which Opportunities to Pursue (Case Study: Costco)- Making Opportunities Grow (Case Study: Google)- Seeing Everything as an Opportunity (Case Study: Amazon)- Sharing Opportunities That Matter Most (Case Study: IKEA)

0:10:470:18:520:11:14

0:09:47

0:14:54

0:10:00

LARRY WINGETTHE PITBULL OFPERSONAL DEVELOPMENT

Business: The Unfiltered Truth- Amputate- Communicate & Educate- Create- Delegate- Evaluate- Participate & Hibernate

0:02:490:02:410:03:110:03:270:03:290:02:30


Management / Leadership (CONTINUED)

ROBIN CUNNINGHAMNCM INSTITUTE

Webinar: Basic OTDB Development & Management in the Variable Departments- Introduction- Questions and Answers.- The Make-a-Deal Meeting Process- The Salesperson’s Circle of Influence Process- The Service Ambassador Process- Where Should You Be?

0:06:420:22:230:07:410:17:190:07:570:17:44

Webinar: Advanced OTDB Development & Management in the Variable Departments- Advanced OTDB Metrics: 1st Time Walk-ins & In-bound Calls- Advanced OTDB Metrics Internet Leads & Salesperson Generated Leads- Executing on Your New Metrics- Introduction to Sales Mathematics- Lessons from the Masters- Working The Elements Part 1- Working The Elements Part 2- Working The Elements Part 3

0:13:04

0:06:41

0:04:300:08:210:05:480:05:470:05:440:03:06

SCOTT KLOSOSKYTECHNOLOGYMASTER INSTITUTE


0:05:540:06:160:00:240:10:16

0:11:13

0:06:020:10:510:09:39


0:08:120:11:240:10:17

0:08:300:08:52


NCM Institute WebinarsROBIN CUNNINGHAMNCM INSTITUTE

Basic OTDB Development & Management in the Variable Departments- Introduction- Questions and Answers.- The Make-a-Deal Meeting Process- The Salesperson’s Circle of Influence Process- The Service Ambassador Process- Where Should You Be?

0:06:420:22:230:07:410:17:190:07:570:17:44

Advanced OTDB Development & Management in the Variable Departments- Advanced OTDB Metrics: 1st Time Walk-ins & In-bound Calls- Advanced OTDB Metrics Internet Leads & Salesperson Generated Leads- Executing on Your New Metrics- Introduction to Sales Mathematics- Lessons from the Masters- Working The Elements Part 1- Working The Elements Part 2- Working The Elements Part 3

0:13:04

0:06:41

0:04:300:08:210:05:480:05:470:05:440:03:06

Finding the Missing Pieces for Increased Gross in Service & Parts

0:20:47

Production Management in the Service Department

0:17:47

Sales Management in the Service Drive 0:17:54

Improving Used Vehicle Operations Part 1- A Real World Example of Reducing Age in Inventory- Calculating Dollar Day’s Supply and Unit Day’s Supply- Calculating Inventory Turn- Deal Net Profit and ROI Factor- Defining ROI- Departmental Net- Driving Used Vehicle ROI- Introduction- Questions and Answers.- Understanding the Causes and Impact of Inventory Aging- Why Does Your Inventory Age?

0:05:060:06:080:04:520:04:030:17:370:07:020:03:410:19:280:02:320:02:230:05:00


NCM Institute Webinars (CONTINUED)


Improving Used Vehicle Operations Part 2- Calculating Inventory Segment Size- Defining/Categorizing the Inventory (A,B,C, or W Vehicles)- Establishing and Executing the Hard Turn Discipline- Introduction- Questions and Answers.- The Adopt-a-Car Process- Understanding and Executing the Stock-Walk Process- Understanding and Executing the Trade-Walk Process- Understanding and Implementing the Bucket System

0:11:510:13:330:07:570:05:030:03:420:59:330:59:270:47:180:08:24

Improving Used Vehicle Operations Part 3- Cost Management Decisions- Introduction- Price-to-Market Considerations- Real World Vehicle Example 1- Real World Vehicle Example 2- Real World Vehicle Example 3- Vehicle Selection Criteria- Vehicle Selection Criteria - Key Take-Always

0:05:540:02:470:07:490:04:490:04:150:04:190:06:550:05:30

STEVE HALLNCM INSTITUTE

How To Reduce & Control Parts Obsolescence- Best Practices: Phase in/Phase out- Best Practices: SOP Procedures- Best Practices: Written Return Policy and Ordering Mistakes- Introduction- Liquidating Obsolescence- Q&A Section- What Are the Intangible Costs to You?- What Are the Tangible Costs to You?

0:05:490:09:060:08:520:11:200:07:170:03:020:10:010:03:24

Service & Parts - How One Affects the Other- How Parts Can Help Service- How Service Can Help Parts- Identifying the Differences Between Parts and Service- Introduction- Q&A Section- Where Does the Friction Come From?- Wholesales vs. Retail Sales

0:05:540:07:490:04:190:04:490:07:330:04:150:05:30

Effective Labor Rate And Your Customer-Paid Pricing Strategy

0:03:32

Service & Parts 0:05:37

Set Up Your Express Service Operation For Maximum Customer Retention

0:07:15


NCM Institute Webinars (CONTINUED)

STEVE HALLNCM INSTITUTE

Time Management For Your Service Manager 0:02:58

Making Production a Game- Effective Ways to Use Score Boarding- How Do You Motivate Your Staff?- NCMi Tech Hours Guidelines- Q&A Section- Using Competitiveness to Your Advantage- Using Score Boarding to Coach Your Team

0:02:470:02:460:08:090:06:550:07:580:03:42

Personal Development

BOB URICHUCKVELOCITY SELLING


0:05:570:06:47



Three Competencies You Need To Master First- Buyer Engagement 0:01:59

BLAIR SINGERSINGER TRAINING

What is the Little Voice? - Introduction- Getting Results

0:06:270:05:39

Eight Steps to Little Voice Mastery- Assessing the Status Quo- Goal Setting- Champion Conditioning- Desire, Belief and Surrendering- Discipline- Winning and Growing

0:05:160:06:110:05:170:04:370:02:480:05:24


Personal Development (CONTINUED)

GLEN LLOPISHISPANIC LEADERSHIPACADEMY

Leveraging Your Hispanic Heritage - 4 Vital Skills and Your 6 Natural Characteristics- Introduction to Leverage Your Hispanic Heritage- Knowing Which Opportunities to Pursue (Case Study: Costco)- Making Opportunities Grow (Case Study: Google)- Seeing Everything as an Opportunity (Case Study: Amazon)- Sharing Opportunities That Matter Most (Case Study: IKEA)

0:10:470:18:520:11:14

0:09:470:14:54

0:10:00

DR. CHERRIECARTER-SCOTTMMS INSTITUTE, LLC

Time Management- Time Management- Creating “S.M.A.R.T.” Goals!- Time Management Daily Check-In- Eliminate Timegobblers!- Tips for Planning and Organizing- 4 Ways to Manage “Shoulds”- Balance and Fulfillment- Breaking Old Habits- Key Points

0:02:210:04:490:01:370:08:470:02:510:03:230:01:190:07:240:01:58

LARRY WINGETTHE PITBULL OFPERSONAL DEVELOPMENT

Business: The Unfiltered Truth- Amputate- Communicate & Educate- Create- Delegate- Evaluate- Participate & Hibernate

0:02:490:02:410:03:110:03:270:03:290:02:30

MARK JEFFRIESCOMMUNICATIONACADEMY

The Art of Business Influence- Introduction to the Three Key Assumptions- Mark in Action: The Carefully Balanced Scales- The Carefully Balanced Scales- The Rule of Payback- We Are All in Sales

0:01:490:04:270:02:210:03:540:02:24



SYNBELLASYNBELLA

Food is Medicine- Food = Medicine or Poison?- Causes of Death in the US- How Food Affects the Body

0:01:400:03:380:07:33

Stress Management- Introduction- Effects of Stress on the Body- The Brain- The Unconscious Mind

0:01:490:02:330:01:010:01:42

Improve Your Immunity- Increased Diseases in Society - Improve Your Immune System with Green Vegetables- Improve Your Immune System with Mushrooms and Other Great Foods

0:04:220:05:010:04:34

The Basics of Nutrition- Introduction- Carbohydrates- Whole Grains - Gluten - Macrobiotics

0:02:530:04:520:02:470:04:070:02:33

PATRICIA FRIPPPOWERFULPERSUASIVE PRESENTATIONS

Super Star Sales Presentation- Connecting to Your Audience - Two Ways- Help! I Am Lost Without My PowerPoint- If You Sound the Same as Everyone Else, You Have No Advantage- It Is Not Only What You Say, It Is How You Say It- It Is Not Your Client’s Job to Remember You- Nobody Can Resist a Good Story Well Told- Nobody Cares About You, Only How to Solve Their Problems- Taking Your Message to the Next Level- The Skeleton Under the Flesh of Your Words- What Do Poor Sales Presentations Really Cost?

0:16:530:07:490:06:45

0:05:580:05:400:24:210:15:50

0:16:140:08:450:03:08

TONY ALESSANDRADISC TRAINING

The Different DISC Styles- Behavioral Style- The Four Primary DISC Styles- The Platinum Rule

0:03:450:06:030:06:10

The DISC Interactive Communications Tool 0:04:32



SALES TRAININGALAN RAMPROACTIVE TRAININGSOLUTIONS



0:10:490:07:390:10:020:04:080:08:00

BOB URICHUCKVELOCITY SELLING


0:05:570:06:47



Three Competencies You Need to Master First- Buyer Engagement 0:01:59

Prescribing Solutions- Asking for Referrals 0:03:21

Qualifying Buyer Opportunities- Setting Parameters (Ground Rules) 0:03:30

Discipline Toward Yourself 0:07:47

ZIG ZIGLARTHE ZIGLAR SUCCESS INSTITUTE

Developing & Maintaining the Right Attitude- Developing the Gosh! Attitude- Putting Gratitude in your Attitude Part 1- Putting Gratitude in your Attitude Part 2- Three Steps to a Positive Mental Attitude Part 1- Three Steps to a Positive Mental Attitude Part 2- You Are Somebody Special!- Your Attitude is Important- Your Self-talk Part 1- Your Self-talk Part 2

0:05:170:05:100:05:000:04:390:04:220:08:340:07:200:07:130:06:09


SALES TRAINING (CONTINUED)

BRAD LEALIGHTSPEED VT

Best Practices- Daily Checklist- Flip The Script- Look And Feel 100% Professional- Prospecting- Walking Your Inventory- Work The Service Department

0:00:260:01:030:00:430:02:340:00:320:01:02

Sales Inside & Out- Delivery- Demonstration Ride- Fact Finding Interview- Follow Ups- Getting the Commitment to Buy- Landing The Client- Lot Drops- Meet and Greet- Most Common Challenges and Objections- Phone Skills- Prospecting/Lead Generation- The Pencil- The Write Up- Walk Around Presentation

0:06:010:10:390:18:280:01:350:09:000:03:310:04:320:16:220:31:110:19:580:04:350:20:060:12:330:17:25

The Real Deal Lease Presentation- Closing the Deal- The Presentation - The Benefits of Leasing- Understanding a Lease

0:05:540:13:080:02:24


Gen-Y & Millennials Education - Gen-Y Favorite Brands- Gen-Y Influence Factor- Gen-Y Pop Quiz- Who They Are- Why They Matter

0:01:170:02:070:03:100:01:530:01:45

DealerSocket Best Practices CRM- Salesperson 0:05:45



COSTIGAN TRAININGCT UNIVERSITY

Listening Your Way to the Sale- Boost your Listening ROI - “Tell Them You’re With Them!” 0:09:35

The Art of Selling: Responding to Resistance- Artistic 8 Technique #1: Stories with Strategic Intent- The 4 C’s: Confidence

0:09:390:05:33

The Importance of Tonality- Opening Dialogue with a Prospect - First Impressions 0:02:16

Money Talk - CD’s Corner- Comfort Zone: Expand to Survive 0:02:06

DAVID LEWISDLA ONLINE

Secrets of Inspirational Selling- 5 Reasons That Stop Growth- The 7 Most Important Words in Closing- Why Are Customers So Defensive- Why Customers Object- Why Salespeople Only Average 8-10 Cars Per Month- Would You Like To Sit In The Car?

0:04:080:04:000:03:400:03:340:04:530:03:04

Earning Consumer Trust- 4 Things That Set Great Companies Apart from the Crowd- The Hispanic Identity Crisis- The Lack of Cultural Intelligence Is Damaging Our Enterprises and Our Economy

0:06:190:06:460:06:47

JASON EVANSPOWER SALESUNIVERSITY

Neuro-linguistic Programming- How to Sell a Visual 0:12:50

Rapport and the Power of Questions- Matching and Mirroring 0:21:27

JEFF COWANPRO TALK

Selling Service Advisor - The Most Important 5 Minutes: Chapter 1- The Most Important 5 Minutes: Chapter 2- The Most Important 5 Minutes: Chapter 3- The Most Important 5 Minutes: Chapter 4- The Most Important 5 Minutes: Chapter 5- The Most Important 5 Minutes: Chapter 6

0:05:070:09:540:03:390:10:170:07:080:03:44

GLENN LLOPISHISPANIC LEADERSHIPACADEMY



JEFFREY GITOMERJEFFREY GITOMER

Little Red Book of Selling- How To Make Sales Forever- Some More RED Formulas You Can Use To Succeed

0:35:36 0:14:06

Little Teal Book of Trust- Becoming a Trusted Advisor 0:29:25

JODY DEVEREASKPATTY

Intro to Selling & Marketing to Women - A Change is Coming- Introduction to Jody DeVere, CEO of AskPatty.com- Introduction to the Market- The Power of the Female Consumer- Training Overview

0:04:230:03:060:06:280:05:430:02:55

JONATHAN DAWSONSELLCHOLOGYUNIVERSITY

Sales 001 - Why Are They Buying from Me?- 8 Core Influencers of Buying Behavior 0:05:08

Sales 101 - Who Am I Selling To?- 5 Possible Greetings on the Lot- 5 Steps to Becoming a Real PRO

0:06:360:06:41

Sales 201 - Where Do I Start Selling Them?- 4 Categories of the Investigation Process 0:09:47

Sales 401 - Why Are They Buying From Me?- Set it and Forget It! Why 90% of Salespeople Have Never Done a Demo-Drive in their Whole Career

0:05:06

Sales 501 - How They Buy - 10 Ides to Remember About Any Negotiation 0:10:53

PATRICIA FRIPPPOWERFULPERSUASIVEPRESENTATIONS

Super Star Sales Presentation- Connecting to Your Audience - Two Ways- Help! I Am Lost Without My PowerPoint- If You Sound the Same as Everyone Else, You Have No Advantage- It Is Not Only What You Say, It Is How You Say It- It Is Not Your Client’s Job to Remember You- Nobody Can Resist a Good Story Well Told- Nobody Cares About You, Only How to Solve Their Problems- Taking Your Message to the Next Level- The Skeleton Under the Flesh of Your Words- What Do Poor Sales Presentations Really Cost?

0:16:530:07:490:06:45

0:05:580:05:400:24:210:15:50

0:16:140:08:450:03:08



TOM HOPKINSTOM HOPKINSSALES ACADEMY

Turning Internet Leads into Sales Dollars- Concerns About the Information Provided- Direct Mail Follow Up with Leads- Email Follow Up with Leads- In-person Follow Up with Leads- Telephone Follow Up with Leads

0:04:230:04:390:05:360:03:060:07:06

ZIG ZIGLARTHE ZIGLAR SUCCESS INSTITUTE

Prospecting- Dealing Effectively with Call Reluctance- Gaining the Attention of the Prospect- How to Communicate your Intent to the Prospect- How to Determine Your Best Lead Sources- How to Qualify a Prospect- Keys to Prospecting- Pipeline Management- Pipeline Planning- Using a General Benefit Statement

0:05:390:02:150:02:250:02:110:04:140:02:320:02:090:01:570:03:37

SCOTT KLOSOKYTECHNOLOGYMASTER INSTITUTE

Intro to Digital Marketing- Overview: Explanation of This New Engine of Revenue- Philosophies- Digital Marketing Today and Tomorrow- Interruption Marketing vs. Earned Media

0:08:250:08:000:06:390:08:40

Layers of Digital Marketing 0:07:15

BLAIR SINGERBLAIR SINGERVIRTUAL TRAINING

To Sell or Not to Sell- Intro 0:08:10

Approach and Contact- Discovery and Relationships 0:08:03

Making a Great Offer and Closing- Making a Great Offer 0:09:44

PAUL WEBBWEBB VT

Product Presentation- Reinforcing: The Art of Complimenting- Product Presentation: Part 3

0:03:520:05:09

Test Drive and After- Sequencing: Part 4 0:06:35


Service TRAININGALAN RAMPROACTIVE TRAININGSOLUTIONS

Service- Appointment Setting and Service Calls- Handling Price and Selling Service- Handling the Diagnostic Call- Introduction

0:19:510:14:050:18:070:03:59

JEFF COWANPRO TALK

Selling Service Advisor - The Most Important 5 Minutes: Chapter 1- The Most Important 5 Minutes: Chapter 2- The Most Important 5 Minutes: Chapter 3- The Most Important 5 Minutes: Chapter 4- The Most Important 5 Minutes: Chapter 5- The Most Important 5 Minutes: Chapter 6

0:05:070:09:540:03:390:10:170:07:080:03:44


Finding the Missing Pieces for Increased Gross in Service & Parts

0:20:47

Production Management in the Service Department

0:17:47

Sales Management in the Service Drive 0:17:54

DON REEDTHE DON REED PRO TRAINING NETWORK

Exceeding the Customer’s Expectations - Customer Expectations- Effective Communication- Check & Advise Repair Orders

0:03:470:04:400:08:51

How to Achieve 100% Service Absorption- What is Service Absorption- Increase Sales per Repair Order

0:04:150:07:35


Service TRAININGSTEVE HALLNCM INSTITUTE

Effective Labor Rate And Your Customer-Paid Pricing Strategy

0:03:32

Service & Parts 0:05:37

Set Up Your Express Service Operation For Maximum Customer Retention

0:07:15

Time Management For Your Service Manager 0:02:58

Making Production a Game- Effective Ways to Use Score Boarding- How Do You Motivate Your Staff?- NCMi Tech Hours Guidelines- Q&A Section- Using Competitiveness to Your Advantage- Using Score Boarding to Coach Your Team

0:02:470:02:460:08:090:06:550:07:580:03:42

(CONTINUED)

Used VehiclesALAN RAMPROACTIVE TRAININGSOLUTIONS



0:10:490:07:390:10:020:04:080:08:00


Improving Used Vehicle Operations Part 1- A Real World Example of Reducing Age in Inventory- Calculating Dollar Day’s Supply and Unit Day’s Supply- Calculating Inventory Turn- Deal Net Profit and ROI Factor- Defining ROI- Departmental Net- Driving Used Vehicle ROI- Introduction- Questions and Answers.- Understanding the Causes and Impact of Inventory Aging- Why Does Your Inventory Age?

0:05:060:06:080:04:520:04:030:17:370:07:020:03:410:19:280:02:320:02:230:05:00


Improving Used Vehicle Operations Part 2- Calculating Inventory Segment Size- Defining/Categorizing the Inventory (A,B,C, or W Vehicles)- Establishing and Executing the Hard Turn Discipline- Introduction- Questions and Answers.- The Adopt-a-Car Process- Understanding and Executing the Stock-Walk Process- Understanding and Executing the Trade-Walk Process- Understanding and Implementing the Bucket System

0:11:510:13:330:07:570:05:030:03:420:59:330:59:270:47:180:08:24

Improving Used Vehicle Operations Part 3- Cost Management Decisions- Introduction- Price-to-Market Considerations- Real World Vehicle Example 1- Real World Vehicle Example 2- Real World Vehicle Example 3- Vehicle Selection Criteria- Vehicle Selection Criteria - Key Take-Always

0:05:540:02:470:07:490:04:490:04:150:04:190:06:550:05:30

DALE POLLAKVAUTO

Market Day Supply- Efficient versus Inefficient Market- Introduction- Low Market Day Supply- Market Day Supply

0:06:160:01:180:06:000:02:04

Price to Market- Introduction- Strategy 1: How to Price a Vehicle- Strategy 2: When and How to Re-Price a Vehicle

0:09:580:04:470:05:20

Cost to Market- Managing Equity- The Dangers of Margin Compression

0:07:520:08:22

Age Management- Introduction- Violating the Rules for Greater Productivity- Wrap Up

0:03:040:10:520:02:24

Used Vehicles (CONTINUED)


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