DEERFIELD, Fla. -

JM&A Group’s in-house educational and training facility, the Performance Development Center, has expanded its offerings for dealers throughout the industry.

JM&A Group said it was doing that after the successful launch of its initial free virtual training courses.

Describing the response to its online, live training courses as “overwhelmingly positive,” JM&A created four new sessions, which will be available through the end of May.

Sales, F&I, service and leadership are the session topics, and the limited-time offering ends June 1.

Performance Development Center director Chris May said more than 2,500 people have registered for courses in the areas of leadership, service, sales and F&I within the first month of the new virtual learning service rollout.

“Early acceptance being what it was, we are confident that the demand for additional topics will also be high,” May said in a news release.

May continued, “We are pleased to provide this valuable service, allowing dealership teams across the country to gain new perspectives, enhanced skills and knowledge, and tools to help serve customers even better than before.”

Trainers will provide 60 minutes of personal attention to participants, who will also receive collaborative group learning, hands-on workshops, and individualized support.

Class sizes will range from 10 to 12 participants.

The company is adding new courses to the existing cache:

— Sales: Opportunity to do business
To convert a prospect into a customer in today’s business climate, dealers must maximize every opportunity. With the course, dealers can learn to shift their mindset and approach through industry best practices for priority management and digital communications. Participants will also learn how to use rapport-building tactics to create trust.

— F&I: Overcoming objections
As we shift to our virtual-world new normal, the ability to overcome objections is the key to successful performance. Dealers must know their customer to do that, as well as how to use the power of the interview and how to use those interview insights toward overcoming objections within the menu presentation.

— Service: Virtual 12-step write-up process
For success in service, the write-up remains an important process and path. What specifically can be done in a virtual world to complete the 12 steps? Quick-to-implement tactics can put a twist on the classic approach to satisfy today’s customer.

— Leadership: Microlearning drives performance
Keep the lines of communication open to help your team stay connected and focused on performance. Participants will learn how to elevate their messaging by applying microlearning principles through in-person and virtual delivery channels. They will learn tips they can put to immediate use to improve communications with their team.

A complete list of courses is available, as well. 

JM&A Group said more than 500 dealers are learning its process, and the company continues to partner with dealers who want to bring their F&I into the digital world. More information is available on implementing the company’s Virtual F&I playbook.