Class Schedule

This advanced-level course is designed for experienced sales professionals who are ready to elevate their performance and become true leaders on the showroom floor. Attendees will gain expert-level tools for negotiation, objection handling, and closing— along with strategies for delivering customer experiences that drive repeat and referral business.

Through advanced coaching and strategic exercises, participants will fine-tune their personal selling style, learn how to maximize every opportunity, and build a sustainable book of loyal clients.  

Attendees will learn:

• Advanced negotiation techniques to protect gross and close with confidence
• How to navigate complex objections related to price, payments, and trade-ins
• Strategies to build a strong personal brand and referral pipeline  
• Leveraging CRM tools and follow-up systems for long-term success  

About the Instructor: Ken Carlson is the owner of Carlson Automotive Resources LLC – A Training Company. He was formerly the Director of Training for Brown & Brown Dealer Services, F&I Resources and Burns-Kull Automotive Group. For over 33 years Ken has trained, coached, and developed thousands of dealership personnel throughout the U.S. Ken conducts training seminars in Sales, Sales Management, F&I Management and Service Advisor for dealer associations and dealerships. He is a student of the business and has attained AFIP Master-Lifetime Certification.

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.