To Do What's Right, Know the Right Thing to Do

"Before this class I knew absolutely nothing of a lease. I didn't know how to explain it, sell it or structure it. I didn't know the benefit of lease vs purchase. After this module I can now explain all of the above with confidence. Yesterday I had a family come on to the lot I work at and the very first question they asked me was: Ron what's the difference between leasing and purchasing and how will leasing benefit us? It was like one of my instructors from the College paid these guys to do this! I laughed and told them out of all the sales guys you asked the right one! They laughed with me as I explained what was so fresh in my mind. After getting the details from them I figured out a purchase would suit them better and they agreed.

How would I implement this? Knowing how to love others by truly helping them with their needs puts me in a better place to actually help them if that makes sense."
Ron N., Professional Salesperson, CA

Knowledge is Power. In order to truly do right by your customers, it's essential to become an expert in all aspects of your profession. The most successful people in the world live by the creed espoused by Mr. Ziglar and are lifelong learners.

It's All About Teamwork

Kevin realizes the value of everyone in the dealership being on the same page:

“My current dealership actually has an unofficial motto “sales, not new friends. Friends don’t pay bills.” I will completely adjust my approach and lead to a change in the dealership with this training.” 
Kevin H., Professional Salesperson, TX

-    Sales Managers & F&I managers need the same training too. A dealership can’t just train salespeople and expect to accomplish all of the their objectives. If a dealer is going to provide a place for  professional salespeople to build their  own business and bring in their own customers by building positive personal relationships with people, they need to train desk and F&I personnel as well.

  

At the College of Automotive Management, we long-ago realized that "Friends
DO indeed pay bills". Let's face it, friends are much more likely to be repeat customers and refer their friends. What's so hard to understand about that? Our objective is to break through the "old-school thinking" that has permeated the auto industry and teach the winning practices of the most successful businesses in the world. College of Automotive Management graduates have been enjoying extraordinary success for over 20 years because they've "Dared to be Different!"

 

#1 - Be Honest

From the Hearts & Minds of College of Automotive Management Students

"In the last courses I have learned to only give information I know to be true and honest. I have had sales directors make promises that never came through. This led to unsatisfied customers and definitely  cost referrals.” 

Kevin H. Professional Salesperson, TX

 
“I would rate it a 10, it was excellent.  Everything is so true what they said and that is what’s most important about selling”

Jonathan M, Professional Salesperson, Ford, CA

“Yes, so far this class is different than all other training I have attended due to the following: Loving customers vs. selling customers, the difference and advantages of being a friend who sells cars vs. a friendly salesperson, relationships vs. price, win/win solutions (integrity).  This is an excellent approach. I would LOVE to continue learning and improving the art of “loving the customer”. 

Walter M., Professional Salesperson, Toyota

- Truth (everyone can recognize and agrees with the truth and that’s all we teach)

#1 Be Honest: This is sales training intended to be the foundation for any sales process a dealer may use. This training focuses on some items that need to be done, and mind-sets that should be in place, before seeing the first customers each day. 

It Makes You Think Outside the Box

Alex shares his thoughts about the Professional Sales Best Practices course:

“I implemented what I have learned in my daily routine. I loved the phone call section. I am usually very enthusiastic but it took my enthusiasm to the next level. It helped me with my word tracks. I LOVE the word tracks!  Compared to other automotive training, the Professional Sales best practices course is very intuitive, it makes you think outside of the box about selling and I like that it covers the fact that being a friend to your customer is very important.  The College deserves a 5 out of 5 star rating.“ 

Alex B.- Laguna Niguel, CA - Hyundai Professional Salesperson

- The College provides training that works and students agree with.
Money at Work or People at Work. We need one of the two to become wealthy. If we don't have large amounts of money, then we need people. Getting other people to work for you and send you referrals consistently is a skill that all of the best salespeople in the country have developed for themselves - and that is the only way they get to the point where their schedules are filled with appointments so they never have time to take a fresh up - nor do they want to. Those top salespeople would prefer working with referrals and repeat business. This training provides a specific plan to help salespeople accomplish this objective and helps improve closing ratios and increase profits per sale using relationship selling solutions. 


 

It Completely Tears Down the Poor Ethics and Ideas

Chad's Perspective on Automotive Career Training...

“I would rate the first series a 10/10. The reason being is it completely tears down the poor ethics and ideas that  have been built over many years in the auto industry, and truly makes this a noble business to work in.” 

Chad A. Portland OR, Dodge, Professional Salesperson

- The College Automotive Career Training helps students understand the car business can be a very noble business – one they can be proud of, so they can be proud of what they do and respect themselves.

What we know doesn't affect our income or position. Only what we do with what we know does  - what are we willing to change or implement to get a better or different result. The College of Automotive Management stresses Relationship Selling, Loving Your Customer, and Doing What is Right By All Parties.

What Do our Students Say About Our Training? (Their opinion is the only one that matters!)

      "First and foremost is my perspective of how I have been looking at 'customers'.  What I can change today on the very first customer is my mental perspective.  I’m going to meet new friends today not customers. My goal is to become a relationship builder, not just a top salesperson. I’m usually the top salesperson wherever I go simply because I’m willing to stay on the lot longer and put in more hours. I’ve always believed this is a numbers game. The more people I pitch the more closes I would get. This is true but looking back I’ve left so much money on the table. I rarely get repeat customers or referrals. I’ve been burning both ends of the candle. I realize now this is not only a better sales technique but a better way to live.  Treat others how you would want to be treated is a solid way to do business. It is also less stressful and obviously yields better fruit."Ronald N., Professional Salesperson, California

“The materials presented in the videos are just phenomenal and extremely professional. I have learned so much from it and it has changed my mind about the car sales business or selling in general...what I have learned will really help move my life toward a better direction. Being friendly is not enough.  We have to build a long lasting friendship, love the customer and treat them fairly, be positive at work, be interested in people instead of expecting people to be interested in you, do what is right by all parties.”   

Steve T. Texas

    - The College helps students change their lives (which is a change in their behavior and habits) by changing their thinking and becoming a different person.