EuroTrain 2025 (BIMRS)

Explore the BIMRS EuroTrain Conference

Stop by Booth # 21 to visit The Institute for Automotive Business Excellence at the event!

The Institute Speaker Sessions:

Thursday PM M2-B | Objection Overruled! Mastering Sales Objections in Any Economy

Mark Seawell | sponsored by The Institute

Led by expert instructor Mark Seawell, “Objection Overruled!” provides shop owners, managers, and service advisors in the automotive repair industry with invaluable strategies for confidently overcoming sales objections and closing deals. In this workshop, participants will learn the art of effectively addressing customer objections, understanding the underlying reasons behind resistance, and skillfully navigating objections to ultimately secure a successful sale.

Key Topics Include:

– Overcoming Objections: Developing techniques to address common objections and guide customers towards a positive purchasing decision.

– Internal Obstacles: Identifying and overcoming internal barriers that may hinder sales success, such as doubts, fears, and misconceptions.

– Trust and Value: Building trust and demonstrating value to strengthen customer confidence and reduce objections.

– Understanding Buying Decisions: Exploring the psychology behind customer purchasing behavior and leveraging insights to overcome objections.

– Tangible and Intangible Objections: Differentiating between tangible objections (price, features) and intangible objections (trust, perception), and effectively addressing both.

– Managing “Head Trash” and “Arrows”: Strategies for managing negative self-talk and external pressures to maintain focus and confidence during sales interactions.

Join us and discover how to overcome objections with finesse and close more sales with confidence in your repair facility!

Friday AM

M3-C | Ringing in Success: Advanced Phone Skills

Jimmy Lea | sponsored by The Institute

Transform & elevate your phone skills to a new level.

– Create value for your clients & master the art of appointment setting.

– Mastering the most important First 4.5 Seconds

– Strategies to overcome objections with confidence

– Effective closing techniques to improve appointment conversion rates

– Avoiding common pitfalls that result in missed opportunities

– Turn inquiries into loyal advocates for the business

Saturday AM

M7-E | Winning Your Future

Michael Smith | sponsored by The Institute Our industry is changing permanently, and the pace of change is accelerating. Our historic business-as-usual approaches are sure to fail in the years to come. Owner-operators need to understand what’s happening, what’s coming next, and how to prepare now to thrive into your future. Owners who resist these trends, or those who just hold still, will fall quickly behind.

From participation in this class you will:

– Understand the expanding range of exit & succession options available to owners today

– Learn how to increase the value of your company for future sale, from an investor’s perspective

– Discover how PE firms and REITs operate, make money, and make project decisions

– Discuss how to prepare your company, leaders and team to become the top-1% & lead our industry in the future

– Consider your own professional & company legacy, exit parameters and transition considerations

Michael Herzberg Smith is a veteran business strategist and high-performance mentor, having served Fortune 100 clients in scores of industry verticals, and now guiding top-shop owners in our own automotive aftermarket. Michael crafted and sold to private equity one of the nation’s current-largest investment consolidators. And he will bring us perspectives and ideas for discussion that you won’t want to miss.