You are now enrolled in the most extensive and the most thorough training there is. In this module Larry explains all of the places that you will need to learn about when working at a dealership.

In this video your staff will learn about what to expect to learn while taking the Dealer Training Source curriculum.  You will also learn about Larry Pickett’s background and why his is more than qualified to lead your team to the next level.

In this video, Larry begins to take the trainee through the different departments of the dealership. A new hire or employee coming into new surroundings can be confusing.  In part 1, Larry explains the role of the receptionist at the dealership and what they are responsible for. He then teaches about the importance of parking in the designated employee parking spaces. For the employees who smoke, Larry talks about why it is important to only smoke in the assigned area for smokers. Larry wraps up Part 1 with talking about dealership break room protocols.

In Part 2, Larry dives into the importance of being at the sales meetings on time. He then explains what the trainee will learn in the meetings and who they will be hearing/learning from in the meetings. Larry then teaches about the importance of keeping up with keys and license plates and why dealerships have a key and dealer tag management system.

In Part 3, Larry explains to the trainee what the BDC is and the role the BDC will play in their success. He explains that the BDC Department is responsible for the first impression of the dealership other than the website or commercials, since oftentimes the BDC Agent is the first point of contact. Larry talks about the importance of following up with customers and explains why making the birthday and anniversary call is a step that they don’t want to leave out!

In Part 4, Larry explains the different types of leads that come into the BDC. Larry continues the training module by giving a tour of the Sales Tower and explaining what happens there. Larry progresses through the training by teaching the trainee what the Finance and Insurance department is and its role at the dealership.

In Part 5, Larry explains the role of the Accounting department as well as the Human Resources department at the dealership. He teaches about several critical aspects and roles of the dealership employees who handle commissions,  processing title work with the DMV, dealer trades, incentives, etc. 

Then Larry takes the trainee on a tour outside to the parking lot. He teaches about the way a dealership may choose to separate its lot into sections to group similar inventory together. He then goes into the role of the Pre-owned Manager and how they handle trade ins, and how they will decide if a vehicle will stay in the lot to be reconditioned for sale, or be sent to the auction. Then Larry explains the reconditioning process. He concludes the video with explaining the job of the person who prepares vehicles that have just arrived from the factory.

In the final Introduction to the Dealership training module, Larry teaches in depth about the Parts Department and its role. As well as the importance of having enough inventory to supply the needs of a busy Service Department. Then Larry explains what happens in a dealership’s Service Department and how the routine scheduled maintenance and repair business is one of the most important aspects of a dealership’s business model.  He concludes the training by teaching the trainee how to work with the Rental Car departments, body shop and Corporate Call Center.

The meet and greet is a very important step in the sales process! If this step does not go well then the rest of the steps may never happen. In this video Larry explains the importance of the meet and greet step and gives valuable tips on what to do.

Most dealerships have a vast selection of cars, trucks, SUVs, hybrids and fully electric vehicles. In this module, Larry explains how to best help your customer by narrowing down the inventory. He also gives techniques on how to connect with your customer to gain common ground.

Larry starts this training module by teaching the trainee that the desk controls the gross profit of the deal, not them! He teaches proven techniques on how to avoid creating resistance from the customer.  So many dealerships have a lower closing percentage that they desire because the salesperson has a hard time controlling the flow of the sale. In this module, Larry teaches the steps of controlling the sale by conducting a proper needs analysis with the customer.

Selecting the wrong vehicle can lead to the salesperson having to discount the vehicle to make a sale or even worse a lost sale all together.  In this module, Larry teaches how to help the customer select the vehicle that fits into their budget. This step ensures that more gross is held on each deal!

A key point of the test drive is helping the customer build an emotional connection with the vehicle. How can a salesperson do that or even overcome objections about the vehicle if they are not there during the test drive. In this module, Larry teaches about the importance of going with the customer on the test drive.

There will be many times that a customer does NOT have time for a salesperson to teach them everything about a vehicle. So Larry teaches how to pinpoint their hot buttons by remembering the S.P.A.C.E.D. acronym. Which is Safety, Performance, Appearance, Comfort, Economy and Dependability.

When it comes down to safety, cars, trucks, airplanes, RV’s motorcycles, powersports, boats and Heavy duty trucks are more equipped and more advanced than they have ever been before. Larry breaks down all of the safety features that are available on today’s vehicles! In this module, Larry teaches the features, functions and benefits of The Pedestrian Detection System, Stationary Vehicle Detection, Rear Collision Detection, Adaptive Cruise, Ultrasonic Sensors and Night Vision.

In this module, Larry teaches the features, functions and benefits of Blind Spot Monitoring, Lane Departure Alert, Steering Assist, Automatic High Beams and Electronic Stability Control.

In this module, Larry teaches the features, functions and benefits of Traction Control, Predictive Traction control, Reactive Traction Control, The Bank Angle Sensor, Back up Camera, Automatic Parking Assist and Hill Descent Control.

In this module, Larry teaches the features, functions and benefits of Drowsiness Detection, Electronic Brake Force Distribution, Brake Assist and Knee Airbags.

In this module, Larry teaches the features, functions and benefits of the Passive Safety Features found in today’s vehicles. He explains exactly how a Seat Belt works and teaches the purpose of the pretensioner and force limiter. Larry then teaches about Active Headrests, Tailored Blanks and Side Impact Beams.

In this module, Larry teaches the features, functions and benefits of vehicle to vehicle communications, Illuminated Trunk Release, Carbon Monoxide Detectors for RVs, Tire Pressure Monitoring System and the Event Data Recorder.

In this module, Larry teaches the features, functions and benefits of Air Brakes, The Parking Brake, The Triple-Valve Air Brake System, Semi-Truck Underride Guards, Horns and other Signaling Systems.

The P in the S.P.A.C.E.D acronym. is for “performance”. When presenting and demonstrating a vehicle to your customer, performance is another one of those hot buttons that you really need to know how to break down and explain.

In this module, Larry teaches, in depth, about the performance features in today’s vehicles including Horsepower, Torque, The Motor Generator in electric vehicles and Thrust .  Larry also explains how to calculate the amount of Horsepower your customer will need to tow their new boat!

Design engineers break “appearance” down into 5 sections. Exterior, Interior, Color, Trim and Technology.

Larry teaches about each section in depth and explains how to sell the feature, function and benefit of all of them.

It may seem like a simple thing to explain but there is a lot more to glass than meets the eye! And what you may think is glass really is something else.

In this module, Larry trains in depth about the different types of glass used in today’s vehicles. Larry explains the feature, function and benefit of Tempered Glass, Laminated Glass, Acrylic, Stretched Acrylic, Polycarbonate and Vinyl Windows.

Wheels are typically chrome plated, alloy or steel. In this module Larry teaches the differences of each type and how to incorporate the information into your walk around.

Many brands pride themselves on fit and finish. And it’s actually a category of awards given by Wards Auto. Fit and finish refers to the way the parts of a car go together. There is actually a name for that. It is called “gap integrity”.

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Design engineers break “appearance” down into 5 sections. Exterior, Interior, Color, Trim and Technology.

Larry teaches about each section in depth and explains how to sell the feature, function and benefit of all of them.  In this section he explains the various lighting available on today’s vehicles.

The “C” in S.P.A.C.E.D is for comfort and convenience. With as much time as we spend in our vehicles, there is no question that we want them to be comfortable. Some customers want to have every convenience feature possible to make their time behind the wheel enjoyable and some customers are OK with the bare minimum. In this course Larry teached in depth about the comfort features in today’s vehicles.

When selling a product, it is easy to overlook things that you may consider uninteresting or unnoteworthy, but it could be the very thing that sets your walk around apart from the walk around they received from your competitor at another dealership. In this training module, Larry takes a deeper dive into the comfort features on today’s vehicles.

A great way to present value is to talk about the economic advantages.

Being a salesperson, working in today’s automotive world selling RV’s, cars, motorcycles, boats, planes and semi trucks goes way beyond opening the hood and pointing to a few things. 

 Operating a vehicle costs money! A lot of money! And the higher priced product being sold, the higher the costs to keep it going! In this module, Larry teaches how to explain the economic benefits of today’s new vehicles.

A great way to present value is to talk about the economic advantages.

Being a salesperson, working in today’s automotive world selling RV’s, cars, motorcycles, boats, planes and semi trucks goes way beyond opening the hood and pointing to a few things. 

Operating a vehicle costs money! A lot of money! And the higher priced product being sold, the higher the costs to keep it going! In this module, Larry teaches how to explain the economic benefits of today’s new vehicles.

Dependability and reliability usually equal quality in the mind of the consumer.
Owning a dependable vehicle saves the owner a lot of cost and time from frequent breakdowns and unnecessary repairs. The great thing is that the design of modern vehicles today ensures a more trouble-free ownership experience than we have ever seen before.
In this course, Larry teaches all about dependability!

Dependability and reliability usually equal quality in the mind of the consumer.
Owning a dependable vehicle saves the owner a lot of cost and time from frequent breakdowns and unnecessary repairs. The great thing is that the design of modern vehicles today ensures a more trouble-free ownership experience than we have ever seen before.
In this course, Larry teaches all about dependability!

Dependability and reliability usually equal quality in the mind of the consumer.
Owning a dependable vehicle saves the owner a lot of cost and time from frequent breakdowns and unnecessary repairs. The great thing is that the design of modern vehicles today ensures a more trouble-free ownership experience than we have ever seen before.
In this course, Larry teaches all about dependability!

The trial close is a critical part of selling and the timing of when you ask the trial close questions is even more important.

There are plenty of questions that you can ask to find out what the customer is planning to do next. In this module, Larry teaches everything you need to know about the trial close.

The trial close is a critical part of selling and the timing of when you ask the trial close questions is even more important.

There are plenty of questions that you can ask to find out what the customer is planning to do next. In this module, Larry teaches everything you need to know about the trial close.

In this course, you will learn how to make extra profit by learning how to effectively devalue a trade-in!

In this course, you will learn how to make extra profit by learning how to effectively devalue a trade-in!

The point where you have already completed the test drive and you are leading your customers from the parking lot to the inside of the dealership is a critical point in a sale. Larry explains exactly how to get the customer inside of the dealership.

In this module, Larry talks about the point when the salesperson logs into your dealership’s preferred customer retention management software and begins to collecting data.

He explains exactly which data to collect and how to minimize distractions from restless children.

In this module, Larry continues to teach about the write up step in the road to the sale.

When it comes to purchasing expensive items such as cars, motorcycles, boats, Semis, RVs and planes, customers want to make sure that they are getting the best deal.

You have done your part as a sales person, you have helped them narrow down the huge selection of options that are available. You have demo’d the vehicle and answered their questions. Now it is time to negotiate!

Knowing how to properly present the worksheet to a client will minimize objections. In this course, Larry teaches the proper way to present a 4-square, 9-square and 12 square.

Knowing how to properly present the worksheet to a client will minimize objections. In this course, Larry teaches the proper way to present a 4-square, 9-square and 12 square.

Knowing how to properly present the worksheet to a client will minimize objections. In this course, Larry teaches the proper way to present a 4-square, 9-square and 12 square.