Terry's energetic, interactive style removes the tedium often associated with training.  Colorful stories from his own experiences bring a personal touch and meaningful relevance to any initiative.

Facilitation and Training Experience

Recent Work Experience

Details

BMW Sales Immersion for Client Advisers
  • Co-facilitated comprehensive review of BMW sales process
  • This is a 2.5 day training session with a coaching session with each individual participant
  • Facilitated approximately 10 sections of the curriculum

Aug 2012-present

many cities

BMW Sales Immersion for Managers
  • Facilitator-led training, hotel-based
    • Review of Sales Immersion for Client Advisors curriculum
    • Walk-through of a case study using 7 dealership metrics
    • Model and coach on sales training meeting execution

Jul 2012-present

many sessions

BMW Ultimate Needs Assessment
  • Facilitator-led training, hotel-based
    • Half-day Needs Assessment Workshop

May 2015-present

15 cities
44 sessions

Honda Building Lifetime Customer Loyalty 101
  • Facilitator-led training, hotel-based
    • Lifetime Customer Loyalty 101 class using DiSC® Profile assessment

Mar-Jun 2012

14 cities,
27 sessions

Honda & Acura Management Training
  • Facilitator-led training, hotel-based
  • Certified to teach the following Honda and Acura Mangement Skills classes and their Sales Consultant counterpart:
    • Managing Internet Sales Processes
    • Managing the Leasing Option

Feb 2011-present

9 cities,
15 sessions

Honda & Acura Professional Selling Skills
  • Facilitator-led training, hotel-based
  • Work w/hotel to prepare room, coordinate catering, set-up and facilitate training
  • Certified to teach all Honda and Acura Professional Selling Skills classes:
    • Overcoming Objections
    • Win-Win Negotiations
    • Interpersonal Skills
    • Perfect Delivery
    • Professional Presentation Skills
    • Essential Selling Skills
    • Product Knowledge

2006-Present

74 sessions

BMW Sales & Product Immersion
  • Co-facilitated comprehensive review of BMW products and sales practices
  • This is a 2.5 day training session held at BMW's Performance Center
  • Facilitated approximately 10 sections of the curriculum

Jun 2011
Sep 2011
Jul 2012

BMW Co-Op Dealership Training - Complete Walkaround
  • In-depth walkaround training class 
  • The BMW Centers split the cost with the manufacturer on these co-op classes 

Jun 2010-present

14 locations
24 sessions

BMW Co-Op Dealership Training - Demo Drive Clinic
  • In-depth training class on demonstration drives
  • Includes an in-car role-playing segment
  • The BMW Centers split the cost with the manufacturer on these co-op classes 

Jun 2010-present

7 locations
11 sessions

BMW Competitive Sales Assault
  • Conduct training sessions that merge sales skills with in-depth product knowledge exploration for a specific BMW model against one of several competitors.
  • Models Covered:  3 Series, 5 Series, X3, X5, 7 Series, Z4 

Mar 2010 to
Nov 2011

31 cities,
62 sessions

Honda/Acura New Dealership Training
  • Provide all core training to new dealership sales staff
    • Honda/Acura Philosophy & Company Background
    • Overview of Signature Technologies
    • Essential Selling Skills
    • Professional Presentation Skills 

Mar 2008-present

6 Dealerships



Previous Dealership-based Training

Details

2011 Honda Odyssey Launch Training
  • Conduct 2 sessions (AM/PM), so all sales consultants can attend
  • Sales Consultant training including:
    • Vehicle overview, competitive comparisons, other model updates covered
    • Live quizzes using Turning Point ARS (Audience Response System)
    • Assessment for manager with suggestions for additional training & coaching

4 visits
Oct, 2010

2010 Acura ZDX Launch Training
  • Conduct 2 sessions (AM/PM), providing the opportunity for all dealership personnel to attend the training
  • Opening session for all store employees from all departments
  • Sales Consultant training including:
    • Vehicle overview, target market, competitive comparisons, delivery techniques
    • Walkaround practice
    • Demonstration drive including demonstration of major dynamic features
    • Live quizzes using Turning Point ARS (Audience Response System)
    • Assessment for manager with suggestions for additional training & coaching

12 visits
2009-2010

Honda Making A Difference In-dealership Training
  • Conduct 2 sales training sessions (AM/PM), allowing for individual store and market differences
  • Facilitate detailed discovery/training on various topics, including:
    • Customer perspective
    • Time Management
    • Competitive Comparisons
    • Delivery Processes and Best Practices
    • Overcoming Objections
    • Emotional Engagement
    • Use of modern research tools
    • Listening, questioning, assessing needs
    • Performing Effective Presentations
    • ...many others

177 visits
2005-2009

Mercedes-Benz Performance Coaching
  • Conduct all-department management meetings
  • Train cross-functional groups on interpersonal skills
  • Coach individuals to improve personal interaction skills

Jan-Jun, 2009

3 Dealerships
20 days total

Acura Experience. Leadership In-dealership Training
  • Conduct 2 sales training sessions (AM/PM), allowing for individual store and market differences
  • Facilitate detailed discovery/training on various topics

Mar-Apr, 2007

19 dealerships

Ford Genuine Accessories In-dealership Training Tour
  • Provide key selling skills for factory accessories
  • Conduct feature-benefit training on specific accessories 

Jun-Oct, 2006

130 Dealerships



Previous Venue-based Training

Details

BMW Product Training
  • Facilitator-led training, hotel-based or at Corporate HQ
    • Train BMW Corporate personnel on BMW Products and Technologies

Nov 2011
&
Mar 2012

2 locations,
8 sessions

2012 BMW 6-Series Launch
  • Comprehensive, interactive review of the all-new 650i Convertible
  • 3, 2-hour sessions per day

 

Apr-May 2011

7 cities

Honda Field Training
  • Facilitator-led training class for District Sales Managers
  • Equip DSM to assess the Internet Sales processes of their dealerships and provide direction for improvement
  • Assisted in adapting session from class for dealership Managers 

Mar-Apr 2011

5 zones

Fisker World Dealer Launch
  • Conduct a session for Fisker Automotive retail principals on the current landscape of hybrid vehicles and how the Fisker Karma differs from current offerings.  Also covered basic modes of operation of the Karma and its charging options
  • Led a session a session covering the technology that Fisker is bringing into the retail environment and how it fits into the sales process

Feb 2011

12 sessions
for U.S. retailers
& 3 sessions for European retailers

Honda & Acura Auto Show Presenter Training
  • Train the staff of the Auto Show circuit on:
    • Honda company background and philosophy
    • Honda and Acura signature technologies
    • Honda-recommended walkaround presentation format
    • New features and upated product specifications across the model line
  • Conduct a coordinated stree drive for participants to experience the vehicles in a controlled environment
  • Provide strategies for answering difficult or odd questions while working the show floor

Sep, 2010
Sep, 2009
Sep, 2008
Sep, 2007

Honda Making a Difference Manager Forum
  • Facilitate Manager meeting on Honda best practices in various management-related tasks

 Jul-Oct, 2007

13 cities

Toyota Truck Pro Training
  • Facilitate Tundra retail training breakout on assessing needs and matching truck capabilities with specific buyer needs
  • Host Princeton assembly plant tour

May-Jun, 2007

4 waves
2 days each

Acura Experience.Leadership Manager and Sales Consultant Forums
  • Facilitate Manager meeting on best practices in various management-related tasks
  • Train Sales Consultants on identical topics as the manager training, with minor changes appropriate to the audience

Jan-Feb, 2007

3 cities,
2 sessions each