FSM Certification Level II

Training Philosophy

We teach an Adaptive Freestyle Sales Approach.

This allows us to focus on the individual elements inside a presentation and strengthen them independently, rather than overhauling a complete presentation system.

Most training programs focus on ‘what to say or do’, which requires memorization, scripting and often lacks authenticity.

Our core teaching principle is based upon discovering the reasons behind customer behaviour first, then building solutions that are relevant and adaptable to each specific customer. Understanding WHY people do what they do and say what they say is key to delivering long term results.

The benefit is that each sales professional can essentially protect their own authenticity while still working inside the framework of a proven presentation method.

Duration

Training takes place over a 12-month period.

Training Format

Course material is divided into 5 Elements which focus on both hard and soft skills.

We combine distance learning and classroom sessions with additional workplace practical skills applications.

What’s included

All materials are provided including take away assignments, complete activity reports, performance evaluations for management review, and a certificate of completion for all participants.

Certification

All participants are required to complete an exam and submit a video presentation to achieve certification.

Class Size

Participation is limited to a maximum of 8 students per session. Custom setup available upon request.

Fee Schedule

Pricing is based on an all-inclusive daily fee of $2395 (on-site) & $1895 (online).

Deposit of 25% is required to confirm booking and dates.

Facilitator

Gordon J. Swail; Certified Training Manager – Langevin Learning Services.

Former National Training Director with First Canadian Group of Companies (20 years) and former National Director of Training & Brand Strategy SAL/IA Group (3 years)

Program Objectives:

Understand the principles behind the Value Scale.
Develop confidence using visual aids to amplify the value proposition of each product sold.
Learn the psychology and unique fundamentals behind selling intangible products.
Convert from old sales language to a new and refreshing concierge-style approach.
Develop adaptive presentation techniques suitable for all demographics.
Enhance your skills at overcoming common customer objections.
Follow a sales pathway that is engaging, informative, and delivers consistent results.
Improve active listening skills.
Increase both product knowledge and confidence.
Enhance your active leadership skills.
Develop a solid personal and professional brand message.

What We Offer

1ST Choice Training Solutions delivers customized training modules which are interactive, engaging and include job practice exercises to ensure new success habits develop immediately. We partner with your team to develop a personalized training plan which reflects each person’s individual style and objectives. Our focus is on core F&I products, customer profiling, communication fundamentals and improving your teams’ EQ. Our training solutions can be customized to suit the needs of all dealerships across Canada. It all starts with our Dealership Opportunity Profile. The D.O.P. provides us with an in-depth evaluation of the current state of your dealership processes, efficiencies and team proficiency. It represents the essential starting point for all coaching and training plans created and launched with your team.
Our Approach:

We go way beyond the basic product selection and process analysis, to examine all of the influences impacting your customers’ experience. In addition to sales data, we include staff surveys and conduct journalist style interviews with key stakeholders in all departments. We then create a 360◦ view of your current state including your business practices and sales proficiency and revenue breakdown by product category.
What You Receive:

Recommended coaching plan based on your Brand, Region, Industry Best Practices and the Learning style of each specific team member. Our success coaches work with your team throughout their journey to help build their confidence and assist with their development of new success habits and techniques.