Blog Feed: Writing Deals :: Sales Training, Tips and Resources for Professional Automotive Salespeople

Make Your Product Presentations Interactive

Published on 2010-04-26 09:00:00

People, unlike businesses, purchase cars based on their emotions. They do it because they like the car, want the car, and believe they will enjoy having the car. All of the analytical stuff they do is mere rationalization to mak > read more

The Hunters And The Trappers

Published on 2010-04-15 09:00:00

When it comes to selling cars, there are two kinds of salespeople - the trappers and the hunters. A trapper sets his trap and waits for his prey. Lots of creatures may come and go, but the trapper does not spend any energy pursuing them. Inste > read more

6 Phrases That Destroy Trust

Published on 2010-03-15 09:00:00

You know, we say things all the time, you know, that can sometimes - you know - include a lot of extra words or phrases that - you know - we don't even even realize that we're saying - you know? Phrases like "you know." People who do this don' > read more

The Partner Close

Published on 2010-02-15 09:30:00

When you are selling to a couple, why should you have to do all the closing work yourself? Here is a technique known as the partner close. The partner close is a strategic exit by you during the negotiations, when one of the two parties will c > read more

Happy Holidays for 2009

Published on 2009-12-21 07:04:00

Wishing everyone a Merry Christmas & Happy Hanukkah this holiday season. .................................................. If you're looking for great gifts for the holidays, you can't go wrong with just about anything written by Brian > read more

On Phone Scripts, Email Templates, & Word Tracks

Published on 2009-11-30 09:45:00

Many salespeople avoid using phone scripts because they don't want to come across to the other person sounding like they are reading to them. It's easy to tell when someone is using a script - they all sound awkward, m > read more

Good Salespeople Know When To Stop Talking

Published on 2009-11-23 09:45:38

Customers are willing to buy from a salesperson when they begin to feel a genuine sense of ease with you. They have come to both like you and trust you. Beyond skills at your sales process, this is that "magi > read more

How To Take Control On The Phone

Published on 2009-11-16 21:55:18

In any phone call, the person who is asking the questions is the person who is in control. They set the tone of the conversation, select the topic to be discussed, control the pace of the information exchange, and guide the direction  > read more

The Lot Boy & The Dealer Pick Up Trash

Published on 2009-11-09 13:00:35

In most dealerships, there are two people who always pick up trash on the lot - the lot boy and the dealer. The lot boy picks up litter because he is paid to do it. The dealer does it because he cares for the dealership like he owns > read more

5 Year's Experience or 1 Year Repeated 5 Times?

Published on 2009-10-26 09:00:06

During your first year in the car business, you learned the steps to the sale, some basic phone and follow up skills, and a good deal of product knowledge. After six months on the sales floor, you had already&nbs > read more