Most Valued Customer/Teamwork Workshop^©
(2 Days - Conducted on-site for the Entire Dealership)

Sales People Effectively Learn:

• How to get more business from their existing best customers
• How to create additional sales for all departments from their Most Valued Customers
• How to create and lead a dealership team to 'wow' existing MVC's and acquire additional MVC's
• How to analyze profiles for future business
• The value and discipline of learning the customer's business.

They become more professional in their approach to the customer and their careers. Each sales person leaves the workshop armed with 2 practical and deadly strategic sales plans that will make more money - fast!

Service and Parts Personnel Effectively Learn:

• How to work as a team to get more sales for all departments
• The magic of strategic positioning that enhances their values as resources for customers and raises their self-esteem
• How to use profiles for additional parts and service business
• What is really means when they say, "Everyone in our dealership is a sales person".

They understand their roles on the team and know how to actively support the dealership's efforts to acquire more business.

DAY 1 - Retaining and Developing the Most Valued Customer

• Select specific potential Most Valued Customers to target - one per team
• Calculate their present values and learn how to close the gap between what their Most Valued Customers currently spend with their dealership and what they spend in total
• 3 on-going steps to blast away the competition
• Identifying special MVC motivators
• Clarifying customer expectations through the eyes of a Most Valued Customer
• Teamwork - what it is, what prevents it, why all departments can and should work as a team and how to do it
• Magic Profiles - how to use them to create additional business - parts, service, new and used whole goods and rentals
• Valid Business Reasons (VBR's) for calling on the MVC
• Leading a dealership team to close the gap
• Developing a Strategic Sales Plan in the workshop to close the gap - everyone works in their teams to create these 12-month sales plans
• How to measure the progress

DAY 2 - Acquiring More Most Valued Customers in 12 Months or Less

• Select specific potential Most Valued Customers to target - one per team
• The Sales Academy 'put your arms around' technique that converts even the most difficult potential Most Valued Customers into dealership customers
• Teamwork - what it is, what prevents it, why all departments can and should work as a team and how to do it
• The strategic use of 'positioning' that enhances the values of all employees
• Identifying the 'additional, critical' motivators of the potential MVC
• Developing a Strategic Sales Plan in the workshop to acquire the potential MVC's in one year or less - everyone works in their teams to create these 12-month sales plans
• Leading the dealership teams to effectively acquire these new Most Valued Customers
• Measuring progress
• Anticipating and pre-empting the competition

Workshop Materials

• The Sales Academy Most Valued Customer/Teamwork Workshop Workbook
• Sales Academy Strategic Sales Retention Plan Plus Sample Plan
• Sales Academy Strategic Sales Acquisition Plan Plus Sample Plan
• Sales Academy Profile Form
• Book "P.A.S.S. C.A.L.F. - 8 Behaviors of Sales Success in an Agricultural Dealership"
• Pre- and Post-Workshop Questionnaires
• Follow-Through Behavioral Reports
• Diplomas for sales people Diploma for Dealership

A Hands-On Workshop

Sales people bring information on actual customers to the workshop. Over the 2 days, they develop 2 Strategic Sales Plans - one for an existing top-dollar customer and one for a potential new top-dollar customer. Theory is thrown out the window. This is a practical, focused workshop designed to give sales people and everyone else in the dealership the nuts and bolts needed to get the job done. To ensure follow-through, all sales people only receive their diplomas after they have performed certain behavioral tasks after the workshop.

Why Sales Academy?

Frank Lee, president of Sales Academy, has been intimately involved in all aspects of Ag dealerships over the past thirteen years. He has worked on-site with dealers all over the country. He spent time in the field with sales people and worked day and night with managers. He attended numerous John Deere events like JDU and taught to capacity crowds at John Deere Expo. He is generally known as the 'most informed outsider' in the industry. No other training company can claim this experience and perspective. Frank developed the Sales Academy Most Valued Customer/Teamwork Workshop^© after numerous consultations with dealers. As further preparation, he conducted a Sales Symposium attended by some of the best dealership sales people from around the country. They told him what they needed and why. He is the author of "P.A.S.S. C.A.L.F. - Eight Behaviors of Sales Success in an Agricultural Dealership."

Not For Every Dealer!

Unlike most training companies, Sales Academy does not claim this program will benefit every dealership. The Sales Academy Most Valued Customer/Teamwork Workshop^© is only for those dealers who are seriously committed to the development of their customer bases and who can and will back up this commitment.