2016 Sales Workshops and Presenters

NOTE:  Speakers and workshops subject to change. Workshops will not be recorded and RVDA will not be selling audio recordings of education sessions following the event due to a last minute cancellation by the vendor that provided this service in the past.

 Sales Track




Greg Artman

Diversified Insurance Management, Inc. 

New! 

Glen Daman

10th Degree Consulting, Inc.

Bob Harkins

American Guardian Group of Companies



New!

Cory Mosley

Mosley Automotive Training, LLC


               


Michael Rees

A World of Training



New! 

Pete Smith

Smith Impact

New! 

Cory McGuire

Dale Carnegie® Training of Nevada









Sales Education Workshops

Sales managers will learn how to best manage their teams for optimal results and how to reach consumers with positive results. Attendees are eligible to earn continuing education units (CEUs) for their participation in applicable Vendor Training +Plus sessions and the RV Learning Center's educational workshops. 

WEDNESDAY, NOVEMBER 9

Overcoming Objections: A Human Relations Approach to Selling

Wednesday, November 9
9:00 a.m. - 10:00 a.m.


Cory McGuire
Dale Carnegie Training® of Nevada




Download Handouts
 
In any selling situation, it is likely that you will need to overcome a buyer’s obstacles before a buying decision is made. Often, the way we “handle” objections turns the buyer off. Resolving objections effectively is a process that involves careful, sensitive listening and positive, factual responses to a buyer’s concerns. Cory will explain the common types of buying objections and methods for overcoming them; examine the rational and emotional sides of objections, provide listening cues to identify buyer resistance, and tactics for lowering buyer push back.

After attending this program, you will be able to:
  • Identify the common types of buying objections
  • Use points of agreement to lower buying resistance
  • Respond to objections with confidence.

Transforming Customer Complaints into Opportunities

Wednesday, November 9
2:00 p.m. - 3:00 p.m.


Cory McGuire
Dale Carnegie Training® of Nevada



 
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A complaint doesn’t have to be a negative experience. There are two aspects of complaints: the emotional and the logical/rational. Resolving complaints requires dealing with both. By clarifying complaints, lowering anxiety for both parties, using practical guidelines, and applying a process that deals with both the emotional and rational factors, you can build stronger customer relationships. This 60-minute workshop will provide useful strategies and guidelines for successfully resolving customer complaints. 

After attending this program, you will be able to:

  • Apply methods to manage emotions and reduce stress when resolving complaints
  • Analyze the root causes of complaints to identify opportunities for strengthening customer relationships
  • Transform complaints into additional sales and service opportunities.

  • Selling to Millennials

    Wednesday, November 9 3:15 p.m. - 4:15 p.m.

    Glen Daman
    10th Degree Consulting, Inc.

    By 2018, they’ll spend more than the much coveted baby boomer generation, shelling out more than $3.4 trillion in North America. This is only a few of the facts that prove that the millennial generation, those born between 1980-2000, is slowly taking over. The baby boomer population has long been coveted as the generation to cater to if you want your business to thrive but, it's time to learn and understand the Millennials. Millennials have the reputation of seeking happiness over long hours and stressful careers. There’s no doubt that the modern world is looking for balance between work and play. The time is now to understand how to get your percentage of this market.

    After attending this session you will be able to:
    • Close more deals to millennials
    • Increase customer retention 
    • Understand how Gross and CSI go together. 

    THURSDAY, NOVEMBER 10

    Best Practices Kill Sales Growth - How Not to Be a Victim

    Thursday, November 10
    9:00 a.m. - 10:00 a.m.



    Watch a video preview of Cory's presentation!

    Cory Mosley
    Mosley Automotive Training, LLC

    Best practices represent a normalization of things every dealership might be doing, so in a crowded and competitive marketplace why would that be anyone’s goal? Back-to-basics thinking in the land of the “evolved consumer” will suffocate your dealerships growth and hurt profitability. In this session Cory will quickly break down these challenges and lay out a clear path for innovation, separation, and domination in your marketplace. Attendees will leave this session knowing how to employ the five keys for leading and keeping a team that will grow sales and profits.

    After attending this program, you will be able to:
    • Identify three steps for evaluating any part of your sales process
    • Implement key elements that drive any RV deal
    • Identify the number one approach for increasing “human conversion”.

    Effective Communication: In Person, On the Phone and Electronically

    Thursday, November 10
    10:15 a.m. - 11:15 a.m.


    Michael Rees
    A World of Training

    Check out a video preview for this workshop

    Basic and more advanced elements of communication will be identified during this workshop - understanding how humans react and interact is an important factor. The art of using technology will be covered, as well as recognizing different sets of customers. Other topic to be trained on: Text or not to text - call or e-mail - photos or videos - what to send, why, how and when to send.

    After attending this program, you will be able to:
    • Employ basic communication skills
    • Make advanced use of technology for effective communication
    • Deliver results - decide what you want from your communication and how to get it.

    Communication Skills for Better Dealership Results

    Thursday, November 10
    2:00 p.m. - 3:00 p.m.


    Pete Smith
    SmithImpact

    Check out a video preview for this workshop

    Dealerships are only as successful as the effectiveness of their internal and external communications. While most communication workshops focus on someone's body language, tone and words, this session focuses on what's NOT being said. Participants will learn how their world view influences the level of connection they're able to establish with a fellow employee, manager or customer. Communication is too important not to recognize that what doesn't get said is often what needs to be understood.

    After attending this program, you will be able to:
    • Identify the context and content of a conversation
    • Recognize why miscommunication exists because of what we think we hear, and apply a more effective listening lens
    • Identify specific words or phrases that produce both positive and negative emotional consequences in the receiver, and how simple shift in words produce the best results.

    Team Building for Sales Managers

    Thursday, November 10
    3:15 p.m. - 4:15 p.m.


    Greg Artman
    Diversified Insurance Management, Inc.

    Team building for sales managers in recent studies show that sales people do not quit the company, they quit their managers. The sales manager's focus on the sales team should be their top priority. If the manager invests the time and energy in the sales team, everyone wins including the customer, the store as well as the team. This workshop will lay out a basic game plan that will help sales managers direct their focus on team building.

    After attending this program, you will be able to:
    • Manage and coach the staff – making it fun while being the mentor they deserve
    • Implement accountability to have even the best sales person accountable
    • Motivate and truly understand your sales staff.

    Lead the Next Generation of Employee

    Thursday, November 10
    4:30 p.m. - 5:30 p.m.



    See a preview of Cory's presentation.

    Cory Mosley
    Mosley Automotive Training, LLC

    The millennial generation is overtaking boomers in numbers and will overtake them in income by 2017. Mastering their leadership needs will guarantee the future growth and profitability of your dealership. In this session Cory identifies the five most critical process steps to successfully lead the millennial workforce, and helps you interpret the needs of the workforce based on a recent university study, plus Cory’s personal experiences starting on the sales floor as a teenager. Attendees can expect to understand the difference between transactional and transformational leadership.

    After attending this program, you will be able to:
    • Break down barriers that have been impeding your ability to find success employing millennials
    • Describe the five biggest myths and truths about the millennial workforce
    • Modernize your employee benefits offering to better recruit and retain millennials.

    FRIDAY, NOVEMBER 11


    Compliance and Ethics: F&I and the Law

    Friday, November 11
    8:00 a.m. - 9:00 a.m.


    Bob Harkins
    American Guardian Group of Companies

    Law, selling with integrity and the need for every dealership to develop a CMS or compliance management system. Are you compliant? During the workshop, participants will learn a 10-step check list for creating a compliance process and compliance management system. Attendees will learn that developing compliance and F&I best practices will increase revenue while also maintaining good customer relations and sound business practices.

    After attending this program, you will be able to:
    • Identify the Seven Deadly Sins of F & I
    • Describe the importance of compliance with the Truth in Lending Act when disclosing
    • Develop a dealership compliance culture at your dealership.

    Compliance: The Current Legal Landscape and How it Applies to You

    Friday, November 11
    9:15 a.m. - 10:15 a.m.


    Harvey Fisher
    Ally

    Keeping up with current trends in the compliance arena is quite a challenge. As the rules of the road change, it is necessary to actively manage risk for your dealership from advertising to customer delivery and beyond. We will be discussing the content in the general flow of how a customer would interact with you to purchase an RV. For example, we will talk about advertising, then sales, then F&I, etc.

    After attending this program, you will be able to:
    • Understand the components of deception in UDAP and how they relate to dealership advertising
    • Recognize how ECOA and GLB impact your business
    • Analyze dealership processes to determine if they comply with UDAP, ECOA and GLB
    • Identify topics that are high on the compliance radar this very moment.