Effective Training Methods Will Ring the Register

By Ron Henson

In my 20+ years in auto­mo­tive retail I was always a firm believ­er in the notion that the deal­er­ships that spent the most time train­ing their employ­ees were the ones that would thrive rather than sim­ply sur­vive. But do you have effec­tive train­ing meth­ods?

I am still a believ­er in that way of think­ing, but with the caveat of “Train­ing for Sus­tain­ing.”

What do I mean by that?  Some­times as a deal­er exec­u­tive it’s pos­si­ble to get caught up in the ego­cen­tric method of train­ing.  Have you ever had a con­ver­sa­tion with some­one that you could imme­di­ate­ly tell real­ly enjoyed hear­ing them­selves speak?  I’m sure it is grat­i­fy­ing to them, but not so much for the per­son at the oth­er end of the con­ver­sa­tion.

When prepar­ing to con­duct a train­ing meet­ing of any kind (i.e. sales meet­ing, man­agers meet­ing, staff meet­ing etc.) it is imper­a­tive that we keep the best inter­ests in mind of those that will be receiv­ing the train­ing.

  • What is the intend­ed out­come of the train­ing?
  • Who are the par­tic­i­pants?
  • Is this ses­sion an open forum or a lec­ture?
  • Does the top­ic have rel­e­vance to all those in atten­dance?
  • Do I car­ry enough cred­i­bil­i­ty on the top­ic to con­duct the train­ing ses­sion?

One thing is cer­tain; con­duct­ing a train­ing ses­sion is much like deliv­er­ing a speech or per­form­ing stand-up.  You have to cap­ture your audience’s atten­tion quick­ly and show them that their favorite radio sta­tion (WIIFM…What’s In It For Me) is broad­cast­ing loud and clear.

Illus­trate that the train­ing top­ic will accom­plish one or more of the fol­low­ing:

  • Make them more mon­ey
  • Make their job eas­i­er
  • Increase Cus­tomer Sat­is­fac­tion
  • Increase Employ­ee Sat­is­fac­tion
  • ALL OF THE ABOVE

There is lit­tle doubt that once your meet­ing attendee’s real­ize that there is a ben­e­fit to attend­ing the meet­ing oth­er than being there because you told them to, your train­ing effec­tive­ness will increase right along with your bot­tom line.

Ron Hen­son is Direc­tor of Deal­er Ser­vices at DrivingSales.com. Read the full arti­cle here.

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