Car Sales Techniques

June 4, 2008

  • How to Set Yourself Apart from the Competition: Part 1 of a 3 Part Series

    I’ve been thinking….
    Part 1: This session today is about how to get a total stranger to like you and give you money for your product. I have many thousands of automotive sales pros reading my stuff, and I have basically sell something. You see, selling is selling, no matter what shape it [...]

May 24, 2008

  • How to Build a Car Sales Walk Around Presentation

    I’ve been thinking…
    Painting the Picture… What they haven’t told you about your walk-around presentation! How to build a dramatic walk-around presentation that will help the customer feel good about making a decision today.
    Comprehension aids: One of the most important ‘learning’ tools we have is our sight. The majority of our senses and our [...]

May 22, 2008

  • Big Dreams!: Part 3 of a 7 part series

    I’ve been thinking…
    By now, you have already read and (hopefully) digested my first 2 sessions on Big Dreams!  Hopefully, you have laid the baseline of thoughts and actions, to get started.  You know what the sad thing is – only about 2 out of 100 people will take action, on a challenge like this.  Whether [...]

May 21, 2008

  • What do Car Sales Customers Really Want?

    I’ve been thinking…
    One of the customer’s best kept secrets!
    Today’s customers want to be treated professionally and politely. “Are you warm and fuzzy?” I need everyone to stop today and change shoes. Hold on… Don’t go out and rip the shoes off the “Newbie”! But do tell them to be prepared to [...]

May 19, 2008

  • Big Dreams!: Part 2 of a 7 part series

    I’ve been thinking…
    Hello everyone..
    Here is Part 2 of my exclusive 7 part series on Big Dreams!
    2. Believe it! – Sure… your deams need to be big (otherwise – why shoot for it – right?) and they/it need(s) to be something that is seemingly beyond your capacities and capabilities.  However, your dream must be somewhat realistic.  [...]

May 16, 2008

  • Big Dreams!: Part 1 of a 7 part series

    I’ve been thinking….
    Hello everyone!
    You know – life is funny sometimes……  I have received so many replies to one of my latest articles, concerning Goal Setting, I thought I owed it to you, to follow up with some additional info, dealing with moving ahead in your career, and your life. I ask you today:

    Are you “Struggling [...]

May 6, 2008

  • Setting Goals for Automotive Professionals – How Do I Achieve My Dreams?

    “I’ve been thinking…..”

    To Set Goals:

    I firmly believe everyone should have Goals for themselves. Personal and Business. If for nothing else, it just helps your mind and makes you feel good. As Jim Rohn says: “The future does not get better by hope, it gets better by plan. And to plan for the future-we need [...]

May 4, 2008

  • Car Sales Training – Top 5 Expectations from Today’s Customers

    “I’ve been thinking……”
    Hang on! I am going to surprise you here today, with the results of my Top 5 Expectations from Today’s Customers! You know- – -I just reviewed this article I wrote a few days ago, about the Top 5 Expectations of Today’s Customers, and it really made me realize about how much power [...]

May 2, 2008

  • “I’ve been thinking….”© About being a good Sales Manager….

    Serious Staffing: Hiring a good sales staff is hard. Retaining a good sales staff is HARDER. Working with a staff that is inadequate is miserable.  There are so many things to do and so little time, however-if you want to make your life easier…Hire Good People. If your job, at the desk is slightly overwhelming [...]

April 24, 2008

  • Part 2 – “I’ll just sell my trade in myself!”

    Here are the facts: (not in any particular order) Use these or build your own case of why it is easier and sometimes less threatening for them to sell their car to us.
    1. Most people want to negotiate harder on a car advertised in the newspaper. After all-they are buying a lot of “unknowns” when [...]

April 19, 2008

  • How to Ensure the Trade In

    So you are close to making the deal-closing another one, and then your future customer drops the bomb- – -“Well-if that’s all you’re giving me for my trade….I’ll just sell it myself!” he proclaims proudly! Your first thought is….there goes my commission because now we may not have a deal, or at the very least-he [...]

  • The Ten Types of Car Shoppers

    KING OF AUTO SALES©
    “I’ve been thinking…©”
    Today’s Marketplace-the Modern Shopper and Today’s Educated Consumer
    The 10 types of customers out there….how to read them and how to close them.
      1. The “Yes-Man”…nods their head and says Yes to almost everything,
         because they think it will pacify the salesperson. This person is
         scared to be ‘sold’. Consider asking [...]

April 14, 2008

  • Great Conversation Starters to Help You Sell More Cars

    *Great Conversation Starters*…(this is where the _____starts)
    Show some genuine interest in….
    “How long have you lived in this area……”
    “Where did you go to school…”
    Are you from here originally…”
    “Where are you employed…”
    Ask about interests/hobbies….
    Listen to them. Let them ________.
    Get them to like you. (people buy cars because they ____ and _____their salesperson)
    Look for bumper stickers/decals/insignias/clubs/fraternal organizations…
    Keep smiling…..learn [...]

April 12, 2008