Sales Manager Desking, Presentations and Negotiations
The professional desking and negotiation course focuses on non-confrontational 1st pencil presentations as well as powerful presentations designed to close. Also learn how to give reasonable trade-in valuation presentations.
Increase your income with better presentations of purchase terms and smarter negotiation skills.
Desking and Deal Structuring Strategies Used by the Industry's Most Profitable Dealers.
Non-Confrontational first Offer Presentations Anyone Can Deliver!
Powerful and Transparent second Offer Presentations Designed to Close Deals Fast
Reasonable Trade-in Value Presentations Customers Agree With
Friendly Negotiation Scripts and Strategies That Work and are Honest!
Finance vs. Lease Presentations with Choice Close Techniques
One Pay Lease vs. Cash Presentations That Close Deals Faster for More Profit
Lease Renewal Strategies and Presentations
Payment, Price, and Term Objection Handling Techniques that Customers Love
Graduates of this course earn certification in Sales Manager Desking, Presentations and Negotiations
1. Copyright Trade Secret Acknowledgement & Agreement
2. Desking Process and Styles
3. VIDEO - Benefits of 100% CSI Sales Meeting Video (14:33)
4. DOWNLOAD: Establish Expectations For a Proper Offer (3 Pages)
5. VIDEO: The Write Up - Customer First or Desk First? (4:43)
6. VIDEO: Building a Powerful First Offer Quickly - Guest Concepts Example (6:14)
7. DOWNLOAD: Income/Debt Analyzer Tool (1 Page)
8. VIDEO: Maximizing First Offers - Start off right to end where you want to be (1:11)
9. VIDEO: First Offer Presentations and Closes (3:30)
10. Your Turn - What is recommended script for presenting the First offer?
11. VIDEO: Building Customer Friendly Trade In Appraisals into your First Offer (4:32)
12. VIDEO: Stronger Second Offer Presentations and Closes (4:55)
13. VIDEO: Cash Customer Offers and Comparison Closes (4:34)
14. DOWNLOAD: Lease End Options Presentation (31 Pages)
15. VIDEO: Traditional Write Up Methods (8:33)
16. VIDEO: Rate & Term Questions (3:37)
17. VIDEO: Presenting the Counter Offer (6:52)
18. VIDEO: Writing Up the Cash Customer (4:30)
19. VIDEO: Selling the Trade Allowance (2:43)
20. VIDEO: Overcoming Objections (3:16)
21. Sales Department Management Test
22. Your Turn - Non Confrontational Selling/Negotiating
23. DOWNLOAD: Sales Manager Role Play Scripts to Eliminate Unauthorized Price Discounting (17 Pages)
24. Your Turn: Professional Presentations & Negotiations Best Practices
25. Please Rate Professional Presentations and Negotiations
26. Presentations & Negotiations-Establish the Dealership Role Play Schedule
27. VIDEO: Course Completion - Professional Negotiations and Presentations (2:06)
28. Please rate the Guest Concepts Method of Negotiating
29. Certificate
“This was a great course... for me to teach as a training tool to my sales staff and close more deals. I did like the desking plus tool that made a quick and variety of option to the customer, with the circle which one works for you. I do an A. & B. pencil when I desk -- this just gave a whole lot more options and faster.”
Andrew Bergstrom, General Manager
“This portion of the course has been by far the most useful to my staff. The negotiation tactics are very current and in line with what consumers would 'like' to hear. It is wonderful that my employer is providing a second and impartial education and training guide to the staff here new and old.”
Daniel Cole, Director of Sales
“The first technique I have implemented so far is getting rid of some terms during negotiations such as 'If I could, would you?' This course has put me back in control of what used to feel chaotic at best during the pencil process. I've already seen a difference in my closing abilities.”
Ron N., Professional Salesperson
“I really like the desking tool it's very easy to use and is a useful tool especially on leases and showing the package disc it makes the discount standout and it's easy for customers to just pick what they want. The scripts are great for non-confrontational selling and helps lower customers guard and allows us to get to the real issue.”
Al Joseph, General Sales Manager
“I feel that the desking method presented is a great way to limit the time during negotiations between the customer, salesperson and desk. It clarifies all the options, leaving the customer feeling more in control of the buying process... you will have a higher SSI/CSI score.”
John A., Sales Manager
“I rate this course, professional desking/negotiating as excellent. The course kept everything simple and kept reminding me to stay on the customer's side -- and to tell them that was my job -- to make them happy with their experience. The word scripts are great - I've written them down and plan to practice them until they become unconscious.”
Brian Freberg, Professional Salesperson
Sales Manager Desking, Presentations and Negotiations
I am currently in sales and backup finance . I rated this course Excellent because it made sense and I used some of the scripts this afternoon and it went very well . I made a deal I felt I would not have made the old way . The customer wanted my business card . Worked well . If my employer had offered this course when I started , I would be so much further ahead than I am now . Every employer should offer this course and oversee the roleplay so that full advantage of the material is in play . This is serious . This course help a person's career progress much faster and make so much more money and boost confidence if followed and practiced . I will close more deals , hold more gross in a non confrontational way . It's easy to be on the customers side . I am really making a friend which will increase profits , more friends close deals and friend's refer friends . This is very exciting . Cant wait to make this program feel like second nature .
Oliver McKay Jr
5/16/2026
Sales Manager Desking, Presentations and Negotiations
I rate this course, Professional Presentations and Desking Negotiations, excellent because it aligns with my values in having integrity and truly helping others get what they want.
mark valenzuela
9/16/2026
Sales Manager Desking, Presentations and Negotiations
2. This desking and deal structuring course is excellent because it gives you more ways to overcome objections and get the customer further in the buying process
3. This training would be great for new/seasoned sales professionals because it would give them a new outlook on how to navigate a Situation and make a deal
Charles Henderson
6/2/2026
Sales Manager Desking, Presentations and Negotiations
I give this rating because the approach is structured, transparent, and focused on presenting customers with clear options rather than pressure or confusion. Offering lease options with every purchase option, one-pay lease options for cash buyers, and fuel savings comparisons helps customers understand the long-term value of their decision instead of only focusing on the monthly payment. I also agree with presenting F&I products as optional items with full disclosure, which promotes honesty and builds trust with customers.
Additionally, starting with a first pencil from the desk at full price with all options included creates consistency and ensures that the customer is seeing a complete and accurate offer from the beginning. Allowing customers to choose from structured payment options and circle what works best for them feels more customer-focused and professional compared to using misleading statements or pressure tactics.
Overall, I believe these methods help create a more transparent buying experience, improve customer satisfaction, and can ultimately lead to higher closing ratios and stronger long-term dealership profitability.
Sahil Mushtaq
6/22/2026
Sales Manager Desking, Presentations and Negotiations
This course will positively impact my career by:
Saving Deals: The new techniques equip me to handle objections more effectively, ensuring that potential deals are not lost due to misunderstandings or miscommunications.
Increasing Sales Volume: By building better rapport and trust with customers, I can close more deals than before.
Achieving Higher Gross Per Sale: Presenting all financial options transparently helps customers make fully informed decisions, often leading to profitable sales.
Higher Closing Ratio: Structured negotiation strategies streamline the process, resulting in a higher closing ratio.
Improving Customer Service: The course emphasizes staying on the customer's side, significantly boosting customer satisfaction.
Generating More Referrals and Repeat Business: By focusing on building strong relationships, customers feel valued and are more likely to refer friends and return for future purchases.
Faster Negotiations: Clear, well-prepared scripts and an understanding of customer needs speed up the negotiation process.
Higher CSI: Transparent and professional presentations lead to better customer experiences and higher satisfaction ratings.
I believe this course is crucial for continuous improvement.
Kevin Winters
9/12/2024
Sales Manager Desking, Presentations and Negotiations
Excellent - I learned many good ideas I can use to make more deals and more profit
Andrew Ruban
12/10/2025
$795
4.9
(388)