Training Opportunities ....

Two Fantastic Keynote Speakers - 1 Day ...

Wednesday, September 13, 2017 - MAPA Industry Day

Holiday Inn Gateway Centre, Flint, Michigan

MORNING KEYNOTE SPEAKER:                                

John Chapin Header 

 SUPER CHARGE YOUR BUSINESS & YOUR ATTITUDE,

How to Get Motivated & Sell More NOW!

John Chapin returns to show you how to super charge your business, your attitude, and how to get motivated to sell more now!  If you missed John's 2014 session, you have a second chance to experience John's enthusiastic, high energy presentation. Attendees will learn;

  • Key sales success principles that made John a #1 sales rep in 3 industries.
  • Ideas that will put you ahead of 95% of other sales people.
  • How to sell more NOW!
  • The #1 key to all motivation, and how to avoid the two biggest roadblocks.
  • How to instantly get control of your attitude, life and business.
  • How to build trust and rapport almost immediately.
  • How to build a client base that will stay with you, continue to grow, and provide lots of referrals.
  • How to make a good first impression and build solid relationships.
  • How to build a huge network of people who know, like, trust and want to do business with you.

AFTERNOON KEYNOTE SPEAKER:

Steve Rizzo Motivate This Photo

MOTIVATE THIS!

How to Start Each Day with an Unstoppable Attitude!

One of the biggest challenges that people in business and in life face today is staying optimistic and motivated to be at their best for more than just a few days. "Nothing keeps people from being productive and achieving their goals more than harboring negative feelings or having a bad attitude during the process." -Steve Rizzo

In this entertaining and content-rich program, Steve engages the audience with laughter as he challenges each attendee to SHIFT their focus and way of thinking to discover increased productivity, greater enthusiam and new levels of success; regardless of their circumstances.

Steve will show attendees how to ...

  • SHIFT their way of thinking to get the results they want.
  • Train themselves to feel good, be resilient and stay motivated throughout the day. Every day!
  • Enjoy themselves during the process of achieving their goals.
  • Create lifelong habits for success and happiness in business and in life.
  • Use Humor "The Instant Mind SHIFT" to nip negative thoughts in the bud before emotional havoc sets in.

For more information, click on the link below, visit the "Industry Day" tab of this website, or call the MAPA office at 800.678.6272.

Click Here For More Information and Registration Form

 

 


‘TOOLBOX’ training program


MAPA and The Eddy Kay Group are excited to announce a new MAPA member benefit . . . a Sales and Management Training Program exclusively for members of Michigan Automotive Parts Association. There is no cost to you. MAPA purchased this program for you as a gift to you for being a valued member!


The ‘TOOLBOX’ training program will increase your sales, decrease your stress and allow you to remember how much fun retail is. Eddy calls it ‘Rush Hour University’. It is designed to be listened to in your car. You do not have to memorize it, take notes or study.


Just by exposing yourself to the material, you will learn the course without ever knowing how it happened. On your way to work. On your way home. When you’re in the car by yourself. Over and over for 30 days. You’ll be a hero, love your job, and make more money. Did we mention more money? The files are download to your desktop. From there you can put it on your iPhone, iPod, Driod, MP3 player, or burn it to a CD.

 

THE TOOLBOX COURSE OUTLINE - The Retail Sales Training Course

Introduction: In this module you will learn what it takes to become a salesperson and the pride of being one. It will also disclose the value of distressed merchandise commonly known as Zingers.

Customer Service: Is not a department or an action. It is an attitude. This module outlines how to take the manners you already have and make sense out of them in the store. Too often we forget that each customer is a precious jewel we cannot do without. It is more than just being polite. It is the ability to antici- pate the basic needs of the public. And once you understand those needs you can turn your store into a place they would rather shop. Includes: Customers Buy With Their Senses, The Turnover, Making Outrageous Complaints Fun, Leaving Your Ego At The Door and Taking Responsibility.

Beginning Relationships: There are few customers who actually like salespeople. Most people would rather buy from a friend of theirs than a salesperson. In Beginning Relationships we learn how to have customers drop their defenses, stop viewing us as the enemy and perceive us as a friend trying to help. It takes several minutes at the start and lays the ground work for the rest of the sale. Includes: The Recognition, Small Talkin’, The Turn Around, The Opening and Just Looking.

The Interview: With each customer having a different idea as to what is important in life, it is difficult to really know what they want. It is often different than what they ask for. A proper Interview narrows down the possibilities and allows the salesperson to show the customer exactly what they need. Includes: Open Ended Questions, Small Talkin’ Opportunities and How to Listen To A Customer.

The Demonstration: This chapter details how to turn a products strengths into a sale. It is the most fun part of a sale. Includes: Feature Bashing, Benefit vs. Advantage, Creating Desire, Establishing Value, Talking Price.

Handling Objection: How to handle the nightmare statements: This is the first place I’ve shopped, I have to think about it, My car is in the shop, I’m waiting for my income tax check. Find out the real reason they are not buying from you. Includes; The Be-Back Bus, Price or Product, Budget vs. Value and The Be-Back Shuffle.
Stepping and Stacking: Stepping is steeped in the belief all customers would rather have something better, this chapter teaches how to give better customer service by selling better / more product. Includes: Stepping Off The Ad, Synergistic Selling, Stepping Sideways and The Switch.

Stacking: The tour bus stopped at your store and you are short handed. This chapter teaches how to wait on several customers at the same time. Includes: Creating The Illusion, The Recognition, The Theater Stack and The Wild Bill Hikcock Maneuver.

In Off The Phone: How many times has the phone rang more often than the number of customers who walk in the door? 50% of our customers are walked before they get to our store. We walk them on the phone. This technique gets the customer into the store where we can sell them. Includes: Your True Voice, Answer Every Question with These Questions and The Confirmation Number.

Closing: Salespeople seldom ask for the sale. It is not only scary, but many salespeople believe it is rude to ask for someone’s money. The salesperson and customer keep talking until one of them gives up or faints. If every sale had an attempted close, your sales would increase 30% out of the gate. Includes: Buying Signs, Types of Closes, Adding-ON and Nailing The Sale.

Competing With Big Box Retailers: The Walmarts of the world are not the death knell for the one store company. The big box giants are slow to move and cannot implement change on a whim. You have to compete where they cannot. Give the customer something tangible and valuable not available to the big guys. This chapter will teach you what, where and how.

Competing With The Internet: When a customer asks if you will match an internet price you have to wonder why they didn’t but it. If they have been on the net, they have been everywhere. You are their last stop. There is a reason for that. This module will give you all the reasons they didn’t buy it on the net. You will also learn how to make the net draw customers into your store; the only place you can sell them.

(How To Negotiate Price): There are many retail industries that are famous for negotiating price. They give away much more than they have to. This chapter will help resolve that issue. It will teach you how to give the customer what they want without you losing a sale or a customer.

THE MANAGEMENT TRAINING COURSE
OUTLINE

The Opening / Hiring: Sales and Management are two different jobs; Don’t be held hostage by your staff; Veterans are not always the best bet; Questions to ask in an interview
Motivating The Staff: All motivation is self motivation; You have to remove the roadblocks; Show them they way
Training: The importance of training; Are they willing or not; You can’t teach them to be willing
The List: Identify all aspects of their job; Teach them one by one; Play ‘Show Me’
The Write Up: You only manage on the data; The data never lies; You don’t want to fire anyone, EVER!; Consequences
Performance Reviews: Everyone wants to know how they’re doing; Gives them a chance to tell you how you are doing; Gives them a chance to tell you what they need from their job
Stress: Pressure without control


Remember: This is a benefit for MAPA members only. Membership, indeed, has its privileges.



For THE TOOLBOX COURSE download Instructions, contact MAPA office via email, phone or fax and we will be happy to provide you with download instructions and passwords.

 




        
   
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800-678-6272 or 517-886-0905 fax 517-886-0929 email mapambr@mapaonline.org
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