It has been a particularly interesting time for the automotive industry amid the challenges faced by the Covid-19 pandemic, and now the global chip shortage.
While business may feel slow, now is the time to focus on growth and bouncing back! Online learning is an indispensable tool that can help you develop into an even more effective salesperson. So, we have rounded up our top five Big Think+ video bundles to equip you with the 21st century soft skills required to elevate sales at your dealership (all video bundles are available on LGM Academy). Bonus: All these video bundles can be completed in under 35 minutes!
1. Selling with insight
This comprehensive course teaches the importance of offering insight—an informed vision of risks, challenges, and opportunities the customer may be missing.
By watching this video bundle, you will learn how to:
- Use the four-step flow to have an insight-based conversation
- Create a need that your client has overlooked
- Navigate the sales conversation with soft skills
- Avoid overstating the capabilities of your solution
- Listen generously
- Sell in a digital environment
This course is taught by influential guest speakers Matt Dixon – Global Head of Sales Force Effectiveness, Korn Ferry Hay Group, and Tavis Smiley – Host, The Tavis Smiley Show.
2. Become an expert negotiator
If you want to learn how to make deals like an FBI negotiator, then this course is right for you. Learn essential strategies, moves, and tricks for negotiating toward positive outcomes.
By watching this video bundle, you will learn how to:
- Negotiation techniques that persuade others
- How to identify your negotiation style – and your counterpart’s
- How to leverage language and linguistic cues
This course is taught by influential guest speakers Chris Voss – Former Kidnapping Negotiator, FBI, and Author, “Never Split the Difference”, and Robert Cialdini – Professor, Arizona State University, Author, “Pre-suasion: A Revolutionary Way to Influence and Persuade”.
3. Building strong relationships
The key to the quality of your personal and professional life greatly depends on the quality of your relationships. In sales, relationships are extremely important, and customers will appreciate your ability to connect with them and offer excellent experiences.
By watching this video bundle, you will learn how to:
- The meaning behind relational intelligence
- How to listen to understand
- The four essential questions for keeping your focus as a listener
- How to keep relationships clean to avoid resentment
- How to clarify motives to speed up difficult conversations
This course is taught by influential guest speakers Angie McArthur – CEO, Professional Thinking Partners & Co-Author, Collaborative Intelligence, Todd Davis – Chief People Officer, FranklinCovey and Author, “Get Better”, and Michelle Tillis Lederman – Connection Instigator and Author, “The 11 Laws of Likability”.
4. The art of persuasion
It is no secret that good persuasion skills can help salespeople become better sellers. This course teaches how to combat unconscious cues of “pre-suasion”— from the height of the ceiling to the tone of voice of the speaker that can bias us in favor or against an argument before it has even been made.
By watching this video bundle, you will learn how to:
- The art of “pre-suasion”
- The six Universal Principles of Influence
- The difference between commanders and magnetizers of attention
- How to use attunement to uncover others’ interests
This course is taught by influential guest speakers Robert Cialdini – Professor, Arizona State University, Author, “Pre-suasion: A Revolutionary Way to Influence and Persuade”, and Dan Pink – Author, “Drive: The Surprising Truth About What Motivates Us”.
5. Mastering communication
Mastering communication entails knowing your audience and tailoring your message to ensure it is well-received. But communication is not just about sending messages – it is also about reading non-verbal cues, receiving messages through active listening, and using the appropriate jargon to create mutual understanding and shared purpose. Learning active listening can help you increase sales by better understanding your customers and offering the best solutions to fit their needs.
By watching this video bundle, you will learn how to:
- Listen effectively while others are speaking
- Read body language like a poker pro
- Use jargon to be helpful and relate to others
- Communicate across generational divides
This course is taught by influential guest speakers Chris Hadfield – Retired Canadian Astronaut, and Author, “An Astronaut’s Guide to Life on Earth”, Liv Boeree – International Poker Champion, Alan Alda – Actor and Author, “If I Understood You, Would I Have This Look on My Face?”, and Todd Davis – Chief People Officer, FranklinCovey and Author, “Get Better”.
Need help accessing LGM Academy?
Join the thousands of dealers participating in top-tier online learning by contacting LGMAcademy@lgm.ca or your local LGM Dealer Development Manager (DDM) to get started.
