This five day high powered workshop was designed exclusively for Salespeople, Sales Managers and all BDC personnel who have the desire to achieve and maintain only the highest level of performance. This course is also known as the TNP or Take No Prisoners. Lead personally by Tom Stuker, students work towards levels of Stuker Certification through direct application and achievement of setting appointments at their store, obtaining referrals and creating closed sales while working daily from our offices. To watch our graduates leave class on Fridays with an average of 10 – 15 new appointments PLUS 20-25 new references is unbelievably exciting! Upon completion of the course you will be able to successfully answer 45 career altering questions. You get answers to questions like these:

1. List the six steps to maximize a phone -up.
2. What are the key characteristics of the greeting?
3. List five different times to ask for a referral.
4. What are the specific words and phrases you use to ask for a referral?
5. List the key phrases used to set a solid appointment.
6. List the six sources of business.
7. You have been trying unsuccessfully to reach someone by phone. Demonstrate how you would “Word” a post card to generate a response.
8. What message should you leave on answering machines for a sold customer? For an unsold customer?
9. How do you get past the question “May I ask who’s calling?”
10. When unsuccessful on your first attempt at asking for referral, what is the correct wording of the follow-up?
11. What are the words and phrases used on a specific car call?
12. How would you respond to “We have decided to wait” ?
13. List one example on how to respond to “Give me your best price”.
14. List one example on how to respond to “Your not giving me enough for my trade -in”.
15. What is the “15 minute window?”

Only the top candidates in Sales & Management are chosen to be "Stukerized" on every aspect of phone usage.
Throughout this workshop you will be working with your own customer and prospect base. If you are in Management, you will be working with your store's records. You will be calling back unsold showroom traffic and setting appointments, making incidental contacts, obtaining referrals and yes, SELLING CARS!! Please review the Stuker videos. It is essential that you bring:

1. Your Stuker Box (provided if needed)
2. All store records of:
   • Current prospects
   • Recently sold customers
   • Orphan-ups
   • Recent service customers (RO's)
3. Your local phone directory

Traffic Logs Must Be Faxed To You Daily At 847-519-3411
Be sure that your information contains day-time (work) numbers, at least 150. Bring plenty of vitamins too, because you are going to ROCK-N-ROLL! Please be sure all return flights are reserved for after 3:00 pm on Friday. The workshop is held once a month at our training facility in the Chicago area. To maximize the effectiveness of this program, class size is limited to a maximum of 25 students. Lunches are provided each day. Workshop hours 8:30am - 5:30pm Monday – Thursday, and 8:30am - 12:30pm on Friday. Please be sure all return flights are reserved for Friday after 3:00pm or Saturday morning. All students should make accommodations at Stuker, Inc. preferred hotel where we have a block of rooms and a special rate night that will include a full continental breakfast and shuttle service to and from our training facility . Stuker, Inc. has set the standard for Sales and Management Education in the Automotive Industry. Our innovative "Do as I do, not as I say" training methodology is unparalleled. Calling upon over two decades of experience with our tested and proven formulas, Stuker, Inc. has developed and continually refined the Soft Sell/Smart sell approach that has propelled the careers and incomes of over 250,000 Salespeople and Managers beyond their highest expectations. The only school where 50% of the teaching is the student using the techniques with their own customers, students will make appointments and sell vehicles and service work while at the school. We have conducted this school for over 15 years and it has been the difference for a number of attendees to take it to another level (see testimonial page for details). Don’t misunderstand - what we mean by this is not hard sell, but hard work. This is a one of a kind, hands on workshop – THE ONLY ONE that is so demonstrateably results oriented. Students will walk away highly motivated by sales successes achieved while in the workshop and armed with skills and behaviors that will set them apart in your store in the areas of appointment setting, obtaining referrals and repeat sales! Lunches are provided each day. Workshop hours are Lunch will be provided for you.

	Depart Hotel	Depart Stuker, Inc.
Monday	8:15 am	6:00 pm
Tuesday	8:15 am	6:00 pm
Wednesday	8:15 am	6:00 pm
Thursday	8:15 am	5:30 pm
Friday	8:15 am	12:30 pm

• Monday begins at 8:30am
• Friday ends at 12:30pm

• 2401 W. Hassell Rd., Suite #1530
• Hoffman Estates, IL. 60195

Business casual HILTON GARDIN INN
2425 S. Barrington Road
Hoffman Estates, IL. 60195
847-277-7889 When you make your reservation, please be sure to let the hotel know you are with Stuker, Inc. to receive our special discount. You must present a copy of the credit card (front & back) & a letter of authorization from the card holder, if he/she is not present upon hotel check-in. TNP fees include lunches and transportation between the hotel and our training facility. Must be pre-arranged before arriving into Chicago. The limousine company will request times for your pick-up depending on your departure times. The Hilton Garden Inn has special rates with Backstage Limousine and additional discounted rates for shared rides. You can make your reservation by calling 847-891-8830. Important Reminders On Your Day Of Departure:

1. Be sure to check out of the hotel and bring your luggage to class with you.
2. Have your limo service pick you up at Stuker, Inc., 2401 W. Hassell Rd., Suite #1530 in Hoffman Estates. Our phone number is (847) 519-3400.
3. Be prepared to pay the limo driver at time of pick up.

If you have any questions or special needs, please contact your sales representative at (847) 519-3400.
We hope you enjoy your stay! Upon our receipt of your signed registration form, you will receive via fax a confirmation package containing the five-day schedule, course agenda, a list of required materials, information on obtaining hotel accommodations, and a copy of the tests and answers for students to study before you arrive. Payment of hotel accommodations and all other travel arrangements are the responsibility of the attendees. Recommended attire is business casual. All students should make accommodations at the Hilton Garden Inn Hoffman Estates where we have a special rate and includes a full breakfast and shuttle service to and from our training facility. The Hilton Garden also has special rates with Backstage Limousine service for your transportation to and from the airport. Important Reminders on Your Day of Departure:

1. Be sure to check out of the hotel and bring your luggage to class with you.
2. Have your limo service pick you up at Stuker, Inc., 2401 W. Hassell Rd.,Suite #1530 in Hoffman Estates. Our phone number is (847) 519-3400.
3. Be prepared to pay the limo driver at time of pick up.

If you have any questions or special needs, please contact your sales representative at (847) 519-3400.
We hope you enjoy your stay! The tuition for this five-day power packed workshop is $1,995.00 per student. Payment must be guaranteed by credit card prior to class start date. The fee for attending the Management Workshops on Thursday is $995.00 per person. Guarantee: Stuker, Inc. takes training very seriously and are fully accountable to ensuring the success of our training programs. To read what our clients are saying about us be sure to visit the testimonials page. 8:30-9:30

• Introduction
• Expectations
• Inspection of supplies
• Workshop criteria

9:30-10:00

• Priority of calling
• Basic guidelines

• Break

10:15-12:30

• Referral - Referral
• Voice mail/answeringmachine
• Set Solid Appointment
• Unsold Traffic – Phone-ups/internet/RTCM

12:30-1:30

• Lunch

1:30-2:45

• Phone time
• Live demo by trainer

2:45-3:00

• Break

3:00-4:30

• Follow-up & follow-through
• Managing follow-up
• Sold follow-up

4:30-5:30

• Role Play

8:30-9:30

• Team meeting
• Missed appointment
• Prospect household

9:30-11:00

• Basic steps in coming call
• Handling tough calls
• Objection handling
• Internet follow-up

11:00-11:15

• Break

11:15 – 12:30

• Phone time
• Tape calls
• Live demo by trainer

12:30-1:30

• Lunch

1:30-3:15

• SERVICE
• Service Scheduling
• Delinquent service customer
• 1st Service Appointment
• Maintenance Scheduling

3:15-3:30

• Break

3:30-5:00

• Phone time
• Live demo by trainer
• Taped calls

5:00-5:30

• Review results
• Replay taped calls

8:30-9:00

• Team Meeting
• Review Goals & Results

9:00-10:45

• Phone-ups/Internet
• Unsold traffic
• RTCM calls
• Referrals
• Prospecting household
• Lost sale
• Appointment no shows
• Service calls

10:45-11:00

• Break

11:00-12:30

• Phone time
• Tape calls

12:30-1:30

• Lunch

1:30-3:30

• Review/Replay taped calls
• Phone-ups/Internet
• RTCM calls
• Referrals
• Appointment no shows
• Prospecting household
• Service

3:30-3:45

• Break

3:45-5:00

• Phone time

5:00-5:30

• Review results

9:00 – 4:30 (please see BDC Workshop for full details) 12:30-1:30

• Lunch

4:30-5:30

• Business plan for each dealership

8:30-9:00

• for all attendees

9:30-10:30

• Price shopper
• Trade values
• Specific car
• Interest rates
• No name – No number
• Mileage on used
• “Decided to wait a while”
• Plus any others offered by attendees

10:30-10:45

• Break

10:45-12:00

• Phone time to conclude & manage activity

12:00-12:30

• Conclusion of workshop

Contact Stuker

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Contact Stuker, Inc. Today to find out how to get the ball rolling.