Tuesday, Nov. 18th
Wednesday, Nov. 19th
|Opportunity Walks: Why Most Prospects Don't Buy |
(8:00 a.m. - 9:15 a.m.)
|Turning F&I Objections into Opportunity|
(10:30 a.m. - 11:45 a.m.)
|More sales are lost that won because most dealerships actually discourage their prospects from buying without being aware of it. In this insightful program, you'll learn how to win more sales, discover 10 reasons prospects don't buy what you're really selling (it's not what you think!), strategies for building confidence in your buyers, and how to significantly improve your customer loyalty. By Don Cooper|
WALK AWAY WITH: Briefs on the Top Ten Mistakes Salespeople Make, Six Assumptions That are Killing Your Sales, Nine Words You Should Never Use with Boat Customers, and more.
Bring your toughest finance and insurance objections to this session, and challenge the expert presenter – and the audience – with them. In return, you’ll not only gain incredible insight into how to overcome those objections and convert them into real opportunity, but you’ll also receive word tracks and other examples of how you can increase your F&I profitability. By Jan Kelly
WALK AWAY WITH: Strategies for transforming the objections you bring to this session into sales.
|A Trade-In Process to Boost Your Margins|
(10:15 a.m. - 11:30 a.m.)
|Sales Strategies for the Hyper-Informed Customer|
(1:00 p.m. - 2:15 p.m.)
|With many consumers trading in their used units to buy new, dealerships must have a trade-in process that protects their bottom line. In this session, you’ll learn how to value a boat correctly amidst the current economic conditions, use a trade-in approval form to manage customers’ expectations and other strategies for maximizing your profitability. By David Parker|
WALK AWAY WITH: A trade-in approval form.
By David Martin
WALK AWAY WITH: Insight into how Millennials and Gen X differ from previous generations and specific strategies to sell to them now.
|Sell More Boats to Women|
(3:45 p.m. - 5:30 p.m.)
| You’ve heard it before: Women hold the purse strings in most households, and they influence up to 80 percent of all major transactions. But what sales strategies are you using to sell more boats to women and their families? During this presentation, you’ll gain new insight into how women think, communicate, decide, shop and buy, and learn strategies for leveraging that knowledge to increase your closing ratios. |
By Kelly McDonald