SETTING THE STAGE FOR A SALE -
 THE FIRST 20 MINUTES
SALES TRAINING WORKSHOP

Seminar Speaker
Steve Richards
Retail Salesman, NADA Speaker, Twenty Group Speaker, Dealer

March 3, 2010
(Two Sessions Available)
#1 - 8 a.m. to 12 noon
#2 - 1 p.m. to 5 p.m.

National University Campus 
3390 Harbor Blvd
Costa Mesa, CA 92626

Customers arrive at your store in all sorts of “states”; angry, scared, intimidated, defensive, sometimes even hostile. This tends to throw some sales people off their “game.” If your sales people can’t create a positive difference during the first 20 minutes of the sales process; they are in trouble. We’ll give your people proven strategies that get the sales process started right, regardless of the customer’s initial response. We teach your sales team to turn confrontation into cooperation, which leads to more write-ups and deliveries.
This applies to all customers, whether it’s an internet inquiry, an incoming sales call, or a walk-in the quicker the sales person can establish a positive differentiation, the more likely a sale will take place. Improving the meet & greet, transition, and qualifying session together can change customer hostility into cooperation. The attendees will learn to ask better questions when qualifying, gaining information that will help them better structure the car deal. 
 
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17th Annual High School 
Automotive Technology Competition

Loara High School in Anaheim Triumphs and Will Represent Orange County at National Competition in April; Participating Teams Split Scholarships Worth $80,000

The North Orange County ROP at Loara High School won the competition for the third consecutive year with seniors Ben Hicks and Jonathan Greenhalgh representing their school. Sponsored by Toyota of Orange and backed by automotive instructor Russ Bacarella and a rigorous technical training program, the winning students earned the opportunity to compete at the National Automotive Technology Competition in New York City in April (www.nationalautotech.com).  Other local teams competing included:

SECOND PLACE
San Clemente High School
Sponsor-Allen Hyundai
Students Daniel Lussier and Oliver Poei
Instructor Josh Wish 
 
THIRD PLACE
Buena Park High School ROP
Sponsor-Hardin Honda
Students Kyle Barrick and Eduardo Flores
Instructor James Williamson
 
FOURTH PLACE
Sunny Hills High School ROP
Sponsor-Fullerton Kia
Students Cesar Padilla and Colin Lamontagne
Instructor Charlie Zepeda 
 
FIFTH PLACE
Savanna High School ROP
Sponsor-Guaranty Chevrolet
Students Ryan McLaughlin and Justin Ames
Instructor Mike Russell
 
SIXTH PLACE
Mission Viejo High School
Sponsor- Park Place Lexus
Students Evan Cortes and Mark Azeltine
Instructor Ken Welch Saturday

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Welcome to the OCADA

 Established in 1932, the Orange County Automobile Dealers Association serves over 140 franchised new vehicle dealers in Orange County. Last year, Orange County’s franchised dealers generated over $9.5 billion in annual sales, sold more than 179,000 automotive vehicles, and currently employs more than 13,000 people in Orange County.

The Association provides valuable products and services to dealer and associate members designed to save both time and money, while providing the best quality available.  To learn more about the many services OCADA provides, please look through our Dealer Member Benefits and Services and Associate Member Benefits and Services.