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Dealership Employees

Session Recommendations 

Dealership Employees Session Recommendations 

How to Navigate Difficult Customer Conversations

John Spence, John Spence LLC

What you'll learn:

  • Uncover the importance of questions to clearly understand the customer’s point of view

  • Realize they’re not mad at you

  • Learn how to use “I” statements

  • Pick up key questions to ask when trying to de-escalate an uncomfortable situation

  • Discover how to apply the self-awareness idea of the “gap”


  • Practice applying these ideas within your business and personal life

 

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Use Digital to Personalize the Customer Experience

Rich Delancey, Dealership Toolkit

What you'll learn:

  • Understand customer expectations and boundaries;

  • Discover the latest in customer personalization technologies and techniques; - Learn safe, effective, non-invasive methods to deploy the technology;

  • And pick-up tactics to measure your results, hold your partners accountable, and establish dealership benchmarks.

 

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How to Recruit, Work With and Lead People Not Like You

Kelly McDonald, McDonald Marketing

What you'll learn:

  • Identify key ways to effectively recruit, engage and retain team members who are not like you

  • Discover how to reduce frustration, improve communication and boost your results whether you work alongside or lead a diverse group of team members

  • Learn how to create meaningful connections at work despite your differences Float Plan
     

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How to Build Your 2021 Marketing Plan (With or Without a Boat Show)

Marcus Sheridan, Marcus Sheridan International, Inc.

What you'll learn:

  • Discover how to discuss pricing more openly and honestly on your website to move buyers closer to making a decision

  • Learn how to leverage better video practices and techniques to “show” your boats better than you’ve ever shown them before

  • Pick-up techniques for how to reach out to potential customers in a way that actually gets noticed and produces results.

 

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How to Thrive on the Other Side of 2020

John Spence, John Spence LLC

What you'll learn:

  • Discover the three quotients that drive success: IQ, EQ, and AQ

  • Learn how to be more adaptable and agile in the face of change

  • Know the emotional cycle that change creates in a person

  • Develop skills to help you coach yourself and your people through change - Identify ways to become more resilient

  • Gain an understanding what you can and cannot control

 

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Get Ahead of the Pre-Owned Opportunity

Tony Gonzalez, Garage Composites

What you'll learn:

  • Understand the market dynamics at play throughout history and in today's environment; 


  • Uncover the systems and processes you need to operate successfully in the pre-owned boat business; 


  • Gain insight into the pre-owned inventory benchmarks you should aim for; 


  • And pick-up techniques to buy, accept on trade and sell pre-owned boats to generate the most profit.


 

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Move Beyond Burnout: The Search for Sustained Motivation for Yourself and Your Team

David Spader, Spader Business Management

What you'll learn:

  • Learn how to proactively assess whether your employees are at risk for burnout; 

  • Discover how “energy management” needs to be a part of every leader’s toolkit;

  • And understand the role of a leader/manager in avoiding burnout for themselves and modeling healthy behavior for their team

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Fill the Gaps in Your Dealership’s Sales Process

Jim Million, Million Learning & Bob McCann, MRAA

What you'll learn:

  • Discover why following a regularly reviewed and updated sales process is better for the customer (and your sales team) and how to update yours for 2021;

  • Determine how to develop Purpose, Attitudes, Communications, Expectations (P.A.C.E.) and Action Guides for your sales process;

  • And understand all of the areas of your sales process to map and document in order to fill the gaps your customers have been stumbling across.

 

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WORKSHOPS:

How to Become a Video-First Dealership

Marcus Sheridan, Marcus Sheridan International, Inc.

What you'll learn:

  • Discover the science and psychology of effective marine videos

  • Learn exactly how to produce dramatically better videos

  • Pick-up techniques for getting more of your team involved in your videos

  • Gain dozens of ideas for videos you can shoot immediately to generate revenue for your dealership

 

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Turn Your Shop Inside Out

Valerie Ziebron, VRZ Consulting

What you'll learn:

  • Understand leadership’s role in supporting customer experience and retention; 

  • Track the effectiveness of your interdepartmental hand-offs; 

  • Identify opportunities for improved customer education and transparency in sales;

  • Know what key service positions build the most dealership loyalty and how to best set them up for success;

  • Understand where and how management can support service;

  • And discover how to get more qualified sales leads from service.

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