Automotive Sales Process Training

A. Munro & Associates is a sales training and management consulting firm focused on helping customers create strong leadership backed by management processes. We believe understanding and implementing our "Formula for Success" is the most important factor in a company's success. Our company has helped dealerships obtain successful volume and gross increases with financially sound practices. We will transfer skills to your staff to analyze and solve problems, make sound decisions, and control stress throughout the process.


We believe that if experience were the driving force in the success of a salesperson who started selling ten cars a month, after ten years would be selling twenty cars per month and after twenty years experience would be selling thirty cars per month. We believe that it is training and practice of Customer-Centric selling habits is the only thing that will make the difference. We believe that all people are basically good and want to be of service to your customers, many just don't know how.


At A. Munro & Associates, outstanding service is at the heart of everything we do. We offer advice and support for every process and structure within your company - from short-term measures to long-term projects, from small and medium-sized businesses to large corporations. 


We provide complete and sustainable solutions from A to Z.


We have earned a reputation for excellence in the field of consulting.  Our unparalleled advice, sound training practices, backed by experience and expertise, sets us apart from all other consulting companies.


Leadership is an ancient ability about deciding direction, from an Anglo-Saxon word meaning the road or path ahead; knowing the next step and then taking others with you to it. Managing is a later concept, from Latin 'manus', meaning hand, and more associated with handling a system or machine of some kind.


Why should you hire me over the competition?


Because "your success is my future".


Because of my passion!



Because after 30 years of practice I've learned to listen more than speak, deliver more than promise, and exceed rather than meet expectations


When I bring my knowledge, attitude, skills and habits to your business and transfer them, through consultation and training, to your staff, your people will enjoy higher self-esteem, build greater confidence and produce increased results with discretionary effort.


Very often, we are simply too close to our own situation to get a clear and thorough picture of our own business. A consultant makes non-judgmental observations without emotional attachment to help you objectively decide what is best for you and your business, whereas a friend or partner would tend to hold on to an emotional judgment of their own. As your consultant, I will support you to achieve the lifestyle you really want and help you set up processes and plans to do so.


What is so unique about me?


This quote by Carl W. Buechner says it well:


"They may forget what you said, but they will never forget how you made them feel."


Days and months will come and go but the fact that you will remember how to make more appointments, satisfy more customers, and build longer lasting relationships; it will make you see me more as part of your company's 'family' than a consultant.


My interest is to make your business look good in the eyes of your customers.






A. Munro & Associates


Consider that the very problem you are encountering today in your business has happened to someone else before. The good news is that there is a solution to the problem.


Nearly every problem in dealership operations is a direct result of people, their behaviours, and processes. If your staff is not trained to do the job properly, if they are not motivated to complete the quantity and quality of productivity, then you will not meet your target. If your staff is content with “what is”, are complacent, are not looking for new ideas, then you will be the one to pay the price.


We believe that all people are basically good; given the right behaviours and processes, all people can perform well.


A.Munro & Associates can assist you in implementing solutions to change all that holds you back from being successful. We will train new behaviours and processes that will raise your levels of profitability.


Call us today for a free initial consultation,

Andrew Munro





According to a study by J.D. Power and Associates, more than 25 percent of those who left a dealership without buying a car did so because they objected to how the salesperson handled the possible sale.


So the question is worth posing; what are you doing to arm your sales professionals to not just survive, but excel over the next 12-24 months?  A two year span that may arguably be as difficult and severe as the last two - perhaps worse?  If the answer lies in some new product that will sweep the market and take it by storm - forget it.  Someone else has either made it already, or will replicate yours within months.


No, the difference in success and failure will be how well you have armed both your managers, and your front-line salespeople to build value where they have not had to before, and to do it quickly and efficiently.  Otherwise you may learn the lesson that even so-called "great" companies learn - there is no substitute for a well-trained, adaptable sales force.  The question is, will the majority of your salespeople be gone, before you could make them great?


The more you improve the skills of your employees, the more your business will succeed.

You are just one click away

from making it all happen.


Contact us today for a free

 evaluation, click here

Five Whys

Click Here

"Every minute employees aren’t fully productive and up-to-speed has a significant financial impact on any organization."


Our Approach to Selling Builds:

A partnership between the customer and the sales person

The best solution for the customers' needs

Focus on the customer and their needs

Improved employee satisfaction

Total customer satisfaction

More repeat business

Higher closing ratios

Larger gross profits



Call Andrew at 519-757-7486


Book Online click here


Many people think that a good sales person is a "fast talker", in todays selling world, the professional sales person who learns to evolve into a "great listener" will have the ability to master the "Customer-Centric" sales presentation. Mastering this technique will give the salesperson the underlying ability to influence others. Persuasion is the art of influencing others and cannot be achieved easily, or with any lasting effect, without knowing the customers' dominant buying motives and the problems they wish to solve by using your product or service.


To be successful at any sale, especially one of significant importance, we must first master discovery skills. Since learning the "Customer-Centric" approach will be rewarded with high customer satisfaction, the ability to uncover or ascertain the customers' reasons for purchase merits training.





The customer buying process is:

1) Customers want to like us and be liked by us.

2) Customers want to be listened to before listening to us.

3) Customers want to be believed before believing us.

4) Customers want to be trusted before they will trust us.

5) Then they may buy from us.



Our, in-house, program will teach your staff to deliver more cars now, with more gross, and keep all time high CSI levels. Your staff will become engaged in their work, have more confidence, and make more money, which means fewer turnover with higher profits.


We train sales people to:

  • Build stronger rapport
  • Investigate without interrogating
  • How to handle price
  • Build value in the vehicle
  • Do "Outstanding" presentations
  • Build value in the dealership
  • Close more customers
  • Handle incoming sales calls
  • Make prospecting calls


We train managers in:

  • Goal setting
  • Inventory management
  • Behavioural management
  • Interdepartmental management
  • Time management
  • Forecasting and planning
  • Opportunity measurement
  • Building quick customer rapport
  • Desking techniques



A. Munro & Associates Management Consulting

See for Yourself


To gain a better understanding of what we do - and what we can do for you - have a look at some of our reference projects for past clients.

View Andrew Munro's profile on LinkedIn

"What is worse than training an employee and having them quit, to go work for the competition? The only thing worse is not training them, and having them stay." Zig Ziglar



You are just one click away from making it all happen.


Contact us today for a free evaluation,click here

The Value of Training

The Dealer Principal of a dealership came in to the Sales Mangers office, looked at the sales board and asked, "Why are the sales people quitting?"

S.M. "The sales people are quitting because the sales are low."

D.P "Why are our sales so low?"

S.M. "Because the customers just aren't seeing the value in our product."

D.P. "Why don't they see the value in our product?"

S.M. "Because the sales people are not making enthusiastic presentations to the customers."

D.P. "Why don't they make enthusiastic presentations to the customers?"

S.M. "Because they don't know what the customer's "hot buttons" are."

D.P. "Why don't they know what the customer's "hot buttons" are?"

S.M.  "Because they don't know how to find the customer's "hot buttons" through investigation."

D.P. "Why don't they investigate properly?"

S.M. "They don't investigate properly because they have no rapport with the customer."

D.P. "Why don't they build rapport with the customer?"

S.M. "They don't build rapport because they don't greet the customer properly and don't have rapport building, and investigative skills."

D.P. "Should we keep doing what we are doing and keep getting what we are getting, or should we get them the training and skills they need to do the job properly, because we can sell more cars, make more money, have more satisfied customers and keep our employees longer?"


"All transactions come down to cost in the absence of value" This means that if all your potential customers are negotiating price, it is due to the lack of value being built in your product.


We do learning workshops with a "Customer-Centric" approach to selling, based on cooperation and exploration, a pull rather than a push model. This model is based on a partnership between the customer and the sales person. The "Customer-Centric" approach is about focusing on the customer and selecting the best solution for their needs. Learning and using this approach will deliver, larger gross profits, better closing ratios, total customer satisfaction, higher employee satisfaction, and improved repeat business.



Is there a part of your business you would like to improve?





Fortune Magazine reveals what it takes to be great:


“So greatness isn’t handed to anyone; it requires a lot of hard work. Yet that isn’t enough, since many people work hard for decades without approaching greatness or even getting significantly better. What’s missing?

The best people in any field are those who devote the most hours to what the researchers call ‘deliberate practice.’ It’s activity that’s explicitly intended to improve performance, that reaches for objectives just beyond one’s level of competence, provides feedback on results and involves high levels of repetition.

For example: Simply hitting a bucket of balls is not deliberate practice, which is why most golfers don’t get better. Hitting an eight-iron 300 times with a goal of leaving the ball within 20 feet of the pin 80 percent of the time, continually observing results and making appropriate adjustments, and doing that for hours every day – that’s deliberate practice.”


The evidence, scientific as well as anecdotal, seems overwhelmingly in favor of deliberate practice as the source of great performance. Just one problem: How do you practice business? Many elements of business, in fact, are directly practicable. Presenting, negotiating, delivering evaluations, deciphering financial statements - you can practice them all.

The more you improve the skills of your employees, the more your business will succeed.

You are just one click away from making it all happen.


Contact us today for a free evaluation,click here



We Provide the Following Dealership Business Improvement Solutions:


Telephone Training

Internet Response training

Sales Process Timeline

Recipe for a Sale

First Impression



Active Listening


Important Questions


Service Walk Introduction

Closing Scripts


Value Price Proposal

Handling Objections
Measurement for Salespeople

Assertiveness Training

Telephone Sales Training
CSI Call Script

Goal Setting

Telephone Sequence Training

Telephone Prospecting

F&I Turnover

F&I Training

Menu Selling

Cash Conversion Scripts

Held Offerings Processes

Sales Management Training

Sales Leadership Training

Daily Operating Report

Sales Manager’s Dashboard

Formula for Success
Closing Training
Negotiating Process
Strengths Weaknesses Opportunities and Threats Analysis
Knowledge Attitude Skills Habits Analysis
Assessing Styles of Management
Four Core Areas of Management

Rules for a Meeting
Forecast Meeting


Urgent-Important Matrix

Time Management


Motivating Change
Conscious-Competency Model

Automotive Management Training

Submissive Assertive Aggressive Training
Conflict Resolution Process

5 Core Concerns
7 Stages of Grief

Neuro-Linguistic-Programming (NLP)

Leadership Training

Six Traits of Leadership

Leadership Style Analysis

Leadership Development

Motivating Change
ABC's of Behavioral Change

Summary of Behavioral Consequences
Pinpointing Results
Contingency Rewards

Business Wheel




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