The Complete Guide to Selling New Cars
by Mike Whitty
The automobile salesperson is a rare individual. He works many hours, endures the ups and downs of the industry, works basically on commission, and faces the heartbreak of rejection every day. To survive in this business you have to be a psychologist, teacher, friend, and consultant. Your basic job is to make people happy with their selection of a car, and to make as much money as possible for yourself and for the dealership.
Why would anyone stay in automotive sales with all of these demands? It's one of the few businesses where you have millions of dollars of inventory, a telephone answering service, office space, and an advertising budget, with absolutely no investment of your own. It seems too good to be true, doesn't it? But even with all these benefits, fewer than 40% of the salespeople will continue to sell cars next year.
Here are my theories why this is so:
TRAINING
When an individual makes the commitment to become an automobile salesperson, he receives very little, if any, training. Although training and development programs are slowly gaining importance in the industry, it takes more than what is currently being offered to adequately prepare the salesperson for today's market.
ORGANIZATION
It actually takes a lot of skill for an individual to become organized. I'm not just talking about scheduling your appointments so you can go to lunch at the same time every day. I'm referring to organizing every part of your life in order to achieve a "better you!"
GOAL SETTING
There is nothing more exciting than setting a goal and achieving it. However, knowing how to do this successfully requires skill, patience, and training. If an individual does not set goals, his income will be determined by luck, instead of skill.
BEING NEW
If you are a new recruit who is starting automobile sales as a new career, you're probably feeling a little nervous and insecure. Starting anything new can be frightening unless you have a complete overview of what to realistically expect. By understanding your responsibilities in advance, you will know which tasks to learn, and what kind of goals to set.
These are just a few of the reasons why I have developed The Complete Guide to Selling New Cars. As you read this book, you will find everything you need to give you a better than average chance for success in automobile sales. It is meant to counsel and direct you in a path that fits your needs.
It is your responsibility to educate yourself, and not wait for someone to do it for you. With the vast array of books, seminars, and educational and motivational materials available to you, it is your obligation to strive for excellence. I hope The Complete Guide to Selling New Cars will help you accomplish your goals.
TABLE OF CONTENTS
Chapter 1
Philosophy of an Automobile Salesperson
Chapter 2
Philosophy of an Automobile Customer
Chapter 3
How to Get Started
Chapter 4
Greeting
Chapter 5
Inventory Walk
Chapter 6
Product Presentation
Chapter 7
Demo Ride
Chapter 8
Negotiation
Chapter 9
If You Don't Sell The Car
Chapter 10
If You Do Sell The Car
Chapter 11
Pre-Delivery Procedure
Chapter 12
Delivery Procedure
Chapter 13
Prospecting
Chapter 14
Phone-Ups
Chapter 15
Switching To A Used Car
Chapter 16
Out Of Stock vs. Dealer Trades
Chapter 17
Follow-Up Programs
Chapter 18
Paperwork
Chapter 19
Organization
Chapter 20
Qualifying Customers
Chapter 21
How To Sell To Women
Chapter 22
Competitive Analysis
Chapter 23
Leasing vs. Buying
Chapter 24
Objections and Closes
Chapter 25
Continuing Education
Chapter 26
How To Handle A Slump
Chapter 27
How To Use Computers In Your Business
To order, visit http://www.autosalestraining.us/.