Greater New York Automobile Dealers Association

Meet & Greet & Qualifying for Proper Selection

Setting the stage for a dynamic first impression.

Presented by: Ken Carlson, Director of Training at Brown & Brown Dealer Services

This class will focus on building trust during the meet and greet and Qualifying stage of the sales process. Creating a dialogue to obtain the proper information to select the right vehicle. Establishing trust, rapport, confidence, and value is key.

Participants will learn:

• How to build trust
• How to identify the customer’s buying motives, hot buttons, and triggering events
• Questions to obtain information for selection
• How to utilize the qualifying information to build value throughout the sale
• Obtaining customer’s point of view

About the Instructor: Ken Carlson is the Director of Training for Brown & Brown Dealer Services Northeast division. For over 30 years Ken has trained, coached, and developed thousands of dealership personnel throughout the country. Whether you are new or experienced in the business you will learn new strategies and techniques. Ken conducts training seminars in Sales, Sales Management, F&I and Service for dealer associations and dealerships. He is a student of the business and has attained AFIP Master-Lifetime Certification. His training style is engaging, motivational and he makes learning fun.

GNYADA Seminars, held in person, are developed by qualified dealership experts to meet the highest possible standards and deliver the latest information and effective solutions for your most pressing business needs. Our programs train new and seasoned dealership professionals to improve operations and profitability within each department.

Reserve your seat today. Call the GNYADA Education and Training team directly at 718.640.2012, fax your registration form to 718.407.6970, or register online.