Advanced Qualification & Influence Skills

Learn how to uncover deeper buying motives, identify unspoken needs, and guide customers with greater confidence and control. This module strengthens your ability to influence decisions, build trust quickly, and lead customers through a powerful, seamless sales conversation.

Objection Mastery & Precision Closing

Develop mastery-level skills for handling advanced customer concerns with clarity, confidence, and professionalism. Discover frameworks that turn resistance into progress and learn precision closing techniques that move deals forward without pressure—perfect for today’s informed buyer.

Elite Performance & Consistency Systems

Break through plateaus with the habits, systems, and discipline used by top producers. Learn how to manage your pipeline, maintain momentum, stay accountable, and consistently perform at a high level month after month. Build the foundation for long-term elite success.

About the course

The Elite Sales Accelerator is designed for automotive sales professionals with 3–6 years of experience who want to elevate their performance to top-producer levels. This course focuses on advanced qualification techniques, high-impact presentations, emotional connection, objection mastery, precision closing, CRM strategy, personal branding, and consistent pipeline development. Participants will learn how to influence more effectively, overcome complex customer objections, deliver a stronger customer experience, and operate with the discipline and systems required for elite, consistent monthly results.

Meet Your Mentor

As an experienced automotive professional, I understand the challenges and opportunities in the industry. With over a decade of experience, I am excited to share my knowledge and insights to help you advance in your career. Join me on this journey to leadership and influence in the automotive sector.

Curriculum

24 Chapters · 96 Lessons

  1. 1

    Month 1 - Master Communicator Mindset - Session 1 (1st–15th)

    1. (Included in full purchase)

      Communication as Leadership – Influence with Integrity - Joe Cala

    2. (Included in full purchase)

      Daily Practice – Building Habits of Effective Communicators - Joe Cala

    3. (Included in full purchase)

      The Long Game – How Great Communicators Build Loyal Clients & Teams - Joe Cala

  2. 2

    Month 1 - Master Communicator Mindset - Session 2 (16th–End of Month)

    1. (Included in full purchase)

      Tone, Pace & Energy – How You Sound to Clients & Teams - Joe Cala

    2. (Included in full purchase)

      Storytelling that Sells – Using Stories to Build Value - Joe Cala

    3. (Included in full purchase)

      The Long Game – How Great Communicators Build Loyal Clients & Teams - Joe Cala

  3. 3

    MONTH 2 - Advanced Qualifying & Customer Psychology - Session 1 (1st–15th)

    1. (Included in full purchase)

      The Difference Between Good Questions and Great Questions - Joe Cala

    2. (Included in full purchase)

      Asking the Right Questions - Joe Cala

    3. (Included in full purchase)

      Increase Sales By Asking Questions - Joe Cala & Pastor Jamie Barfield

    4. (Included in full purchase)

      Who | What | When | Where | Why | How - Joe Cala

  4. 4

    MONTH 2 - Advanced Qualifying & Customer Psychology - Session 2 (16th–End)

    1. (Included in full purchase)

      The Psychology Behind Objections

    2. (Included in full purchase)

      What is the Client Buying? - Joe Cala

    3. (Included in full purchase)

      Reasons Why People Don't Buy - Joe Cala

    4. (Included in full purchase)

      One-on-One Customer Conversations (Trust & Influence) - Joe Cala

    5. (Included in full purchase)

      Eye Contact, Smiles & Micro-Expressions – Building Trust in Seconds - Joe Cala

  5. 5

    MONTH 3 - Elite Presentation & Emotional Selling - Session 1 (1st–15th)

    1. (Included in full purchase)

      Staging - Joe Cala

    2. (Included in full purchase)

      Features Advantages Benefits (FAB) - Joe Cala

    3. (Included in full purchase)

      Master Communicator Mindset

    4. (Included in full purchase)

      Contextual Communication – Adapting to Every Situation

    5. (Included in full purchase)

      The Power of Silence, Pauses & Timing in Sales Conversations - Joe Cala

    6. (Included in full purchase)

      Active Listening to Discover Real Needs - Joe Cala

  6. 6

    MONTH 3 - Elite Presentation & Emotional Selling - Session 2 (16th–End)

    1. (Included in full purchase)

      Key Benefits of Product Knowledge - Joe Cala

    2. (Included in full purchase)

      Product Knowledge Empowers The Client's Confidence - Joe Cala

    3. (Included in full purchase)

      Product Knowledge Gives You Better Communication - Joe Cala

    4. (Included in full purchase)

      Product Knowledge Gives The Client A Better Experience - Joe Cala

  7. 7

    MONTH 4 - Objection Handling (Advanced Psychology) - SESSION 1 (1st–15th)

    1. (Included in full purchase)

      The Psychology Behind Objections

    2. (Included in full purchase)

      Non-Verbal Communication – Silent Sales Power

    3. (Included in full purchase)

      The Handshake & Greeting – Setting the Tone for the Experience - Joe Cala

    4. (Included in full purchase)

      Verbal Communication for Influence & Clarity

    5. (Included in full purchase)

      Recognizing Objections in Car Sales

  8. 8

    MONTH 4 - Objection Handling (Advanced Psychology) - SESSION 2 (16th–End)

    1. (Included in full purchase)

      Price Objections – Value vs. Cost - Joe Cala

    2. (Included in full purchase)

      Payment Objections – Structuring Terms Creatively - Joe Cala

    3. (Included in full purchase)

      Trade-In Objections – Positioning Equity & Real Value - Joe Cala

    4. (Included in full purchase)

      Timing Objections – Creating Urgency Without Pressure - Joe Cala

    5. (Included in full purchase)

      Creating a Win-Win Scenario

    6. (Included in full purchase)

      Acknowledge, Address & Transition - Joe Cala

  9. 9

    MONTH 5 - Closing Mastery - SESSION 1 (1st–15th)

    1. (Included in full purchase)

      Trial Closes – Checking Readiness Before the Final Close - Joe Cala

    2. (Included in full purchase)

      Trial Close - Joe Cala

    3. (Included in full purchase)

      What Closing Really Means in Automotive Sales - Joe Cala

    4. (Included in full purchase)

      Confidence, Belief, and Passion for the Product & Process - Joe Cala

  10. 10

    MONTH 5 - Closing Mastery - SESSION 2 (16th–End of Month)

    1. (Included in full purchase)

      Close the Deal - Joe Cala

    2. (Included in full purchase)

      Courage in Uncertainty - Joe Cala

    3. (Included in full purchase)

      Victory Through Integrity - Joe Cala

  11. 11

    MONTH 6 - Advanced Test Drive Strategy - SESSION 1 (1st–15th)

    1. (Included in full purchase)

      The Test Drive

    2. (Included in full purchase)

      Listening Skills – The Secret Weapon of Top Performers

    3. (Included in full purchase)

      Non-Verbal Communication – Silent Sales Power

  12. 12

    MONTH 6 - Advanced Test Drive Strategy - SESSION 2 (16th–End of Month)

    1. (Included in full purchase)

      Write Up & Commitment - Joe Cala

    2. (Included in full purchase)

      Third Party Validation - LIVE (Recorded) Sales Training - Joe Cala

  13. 13

    MONTH 7 - High-Value Internet Lead Handling - SESSION 1 (1st–15th)

    1. (Included in full purchase)

      Quick Responses & Speed to Lead - Joe Cala

    2. (Included in full purchase)

      Call, Text, Email, Video - Joe Cala

    3. (Included in full purchase)

      Creating Quality Appointments That Show - Joe Cala

  14. 14

    MONTH 7 - High-Value Internet Lead Handling - SESSION 2 (16th–End)

    1. (Included in full purchase)

      Building Value - Joe Cala

    2. (Included in full purchase)

      Before You Hit Send - Joe Cala

    3. (Included in full purchase)

      Maximizing Dealership Website Leads - Joe Cala

    4. (Included in full purchase)

      Third-Party Lead Providers - Joe Cala

    5. (Included in full purchase)

      Social Media Leads - Joe Cala

    6. (Included in full purchase)

      Subprime Customers - Joe Cala

    7. (Included in full purchase)

      Used Vehicle Leads - Joe Cala

  15. 15

    MONTH 8 - Phone Excellence - SESSION 1 (1st–15th)

    1. (Included in full purchase)

      Phone Presence - Joe Cala

    2. (Included in full purchase)

      The Inbound Phone Call - Joe Cala

    3. (Included in full purchase)

      The Inbound Phone Call PDF

    4. (Included in full purchase)

      The Outbound Phone Call - Joe Cala

    5. (Included in full purchase)

      The Outbound Phone Call PDF

  16. 16

    MONTH 8 - Phone Excellence - SESSION 2 (16th–End)

    1. (Included in full purchase)

      Voicemails - Joe Cala

    2. (Included in full purchase)

      Text Messaging - Joe Cala

    3. (Included in full purchase)

      The Power of Video Prospecting (Text, Email, Social DMs) - Joe Cala

    4. (Included in full purchase)

      Phone & Text Closures in Powersports - Joe Cala

    5. (Included in full purchase)

      Objection Handling - Joe Cala

  17. 17

    MONTH 9 - CRM & Database Domination - SESSION 1 (1st–15th)

    1. (Included in full purchase)

      CRM - LIVE (Recorded) Training - Adding Leads & Working Leads - Joe Cala

    2. (Included in full purchase)

      CRM Daily Tasks - PDF - Joe Cala

    3. (Included in full purchase)

      Salesperson Daily Routine Activities - PDF - Joe Cala

  18. 18

    MONTH 9 - CRM & Database Domination - SESSION 2 (16th–End)

    1. (Included in full purchase)

      Lead Handling - Joe Cala

    2. (Included in full purchase)

      Quick Responses & Speed to Lead - Joe Cala

    3. (Included in full purchase)

      Manager Checklist - PDF - Joe Cala

  19. 19

    MONTH 10 - Prospecting & Community Influence - SESSION 1 (1st–15th)

    1. (Included in full purchase)

      The Mindset of a Professional Prospector - Joe Cala

    2. (Included in full purchase)

      Tapping Into Friends, Family, and Community Without Feeling Pushy - Joe Cala

    3. (Included in full purchase)

      Building Long-Term Relationships vs. Quick Wins - Joe Cala

    4. (Included in full purchase)

      Expanding Your Sphere Through Networking Events - Joe Cala

  20. 20

    MONTH 10 - Prospecting & Community Influence - SESSION 2 (16th–End)

    1. (Included in full purchase)

      How to Ask for Referrals the Right Way - Joe Cala

    2. (Included in full purchase)

      Grassroots Marketing: Schools, Churches, Community Involvement - Joe Cala

    3. (Included in full purchase)

      Leveraging the Service Drive for Sales - Joe Cala

  21. 21

    MONTH 11 - Personal Brand Growth - SESSION 1 (1st–15th)

    1. (Included in full purchase)

      Social Media Prospecting (Facebook, Instagram, LinkedIn) - Joe Cala

    2. (Included in full purchase)

      The Power of Video Prospecting (Text, Email, Social DMs) - Joe Cala

    3. (Included in full purchase)

      Tapping Into Friends, Family, and Community Without Feeling Pushy - Joe Cala

    4. (Included in full purchase)

      Facebook Marketplace & Community Boards - Joe Cala

    5. (Included in full purchase)

      Grassroots Marketing: Schools, Churches, Community Involvement - Joe Cala

  22. 22

    MONTH 11 - Personal Brand Growth - SESSION 2 (16th–End)

    1. (Included in full purchase)

      Prospecting with Excellence: Reputation & Brand Building - Joe Cala

    2. (Included in full purchase)

      Prospecting in Your Own Database: Orphan Owners, Lease Returns, Equity Mining - Joe Cala

    3. (Included in full purchase)

      Mining the CRM for Missed Opportunities - Joe Cala

  23. 23

    MONTH 12 - Elite Performance Review & Future Path - SESSION 1 (1st–15th)

    1. (Included in full purchase)

      How to Accomplish Your Sales Goals

    2. (Included in full purchase)

      Plan Your Work & Work Your Plan - Joe Cala

    3. (Included in full purchase)

      KPIs for Prospecting – Calls, Contacts, Appointments, Sales - Joe Cala

    4. (Included in full purchase)

      Pipeline Management: Balancing Short-Term & Long-Term Opportunities - Joe Cala

    5. (Included in full purchase)

      Staying Consistent When Results Aren’t Immediate - Joe Cala

  24. 24

    MONTH 12 - Elite Performance Review & Future Path - SESSION 2 (16th–End)

    1. (Included in full purchase)

      Daily Habit of Success - LIVE (Recorded) - Joe Cala

    2. (Included in full purchase)

      Daily Habits of Success

Ready to Lead the Way?

Join our program and unlock your potential to lead and succeed in the automotive sales industry!

Enroll now