DSP Pilots Behavioral Workshop

(Exclusive program for DSP 20 Group members)

Virginia Beach, VA—November 24, 2014.  Dealer Strategic Planning (DSP) today announced the completion of its first Behavioral workshop for their members. The 3-day program, held in Chicago, IL, was coached by Dennis McCarron, DSP facilitator and Certified Instructor for Dimensional Selling and Dimensional Coaching.

As an added benefit to DSP 20 group members Norm Gaither, DSP founder and owner, offered this unique workshop exclusively to DSP members.  After hearing many discussions at 20 group meetings about dealing with employees, Gaither recognized the need for guidance and training for store owners to help them in having those difficult conversations.  Fortunately, the solution was in-house with DSP’s McCarron, who is one of 6 certified instructions in the US for Psychological Associates in this program.

 The 3-day workshop included a segment on the “psychology of a sale” in which attendees learned the tools to teach “technique” instead of trying to force their own “style” of selling to employees. One example is a simple yet powerful tool to help overcome customer objections.  The second segment focused on coaching conversations with employees.  Using role playing and case studies, those attending learned how to ask a top performer to do more or how to turn around a poorly performing employee.

The reactions from participants was overwhelmingly positive:

Jeff Tucker, Triple T Tire Pros, Dyersburg, TN:  “The Dimensional Workshop was engaging.  It has an amazing structured approach to overcoming objections.”

Claudine Manetas, Anita Discount Tire, Rivervale, NJ: “Off the charts!”  The tool for managing objections is “so powerful for helping me really get down to the issues.  I can honestly say all aspects of the workshop were valuable.”  And “The instructor has a true understanding of the struggles we go through.”

Jeff Webster, Take Ten Tire & Lube, Ponca City, OK: “This changes my approach to every single conversation I will have in the future.”  This workshop “provides a plan and creates so much more value” and tools that “will be used daily.”

Russell Miller, Wayne’s Tire, Santa Maria, CA: “I discovered things about myself I didn’t know.”  The workshop “puts structure (in place) that can be duplicated to other (employees).”  This will “make me a better coach” On its simplicity: “…use the same tools for many situations” and “I can teach this to my people.”

Norm Gaither is extremely proud of this addition to the 20 group benefits.  “We anticipate holding this class at least once a year for our new members and those who realize they need the benefit of professional guidance in how to get the best from their teams.”  The workshop will be held again in April, 2015, exclusively for 20 group members, with class size limited to 24 participants.

 About Dennis McCarron

Dennis McCarron joined DSP as a facilitator earlier in 2014. McCarron’s experience includes 8 years managing retail stores for Bridgestone and 10 years as a National Management Instructor for Bridgestone’s retail operations.  He helped create and implement the ongoing developmental training of 2,200 store managers.  McCarron also holds certification in DISC facilitation (interactive and personality valuation) and a master certification in Dimensional Selling and Coaching.

 About DSP 20 Group

Dealer Strategic Planning, Inc. offers tire and automotive service dealers the opportunity to share best practices, benchmark against the industry and improve financial performance.   Each group allows a maximum of 20 dealers who meet three times a year to help each other improve their business performance.  Formed in 2007, Dealer Strategic Planning is the only tire-focused 20 group available in the industry.  For more information, contact:  Norm Gaither, 757-301-9897 or norm@dsp-20group.com  or Pat Brown, 419-420-5915 or pat@dsp-20group.com.