The Second Analysis

Many people and selling experiences have shaped my selling concepts and the techniques which I've included in this program. It is honest and accurate to say that work on this material began a long time ago. I want you to know that my desire is to complement, not change what you are currently using in retailing automobiles and trucks. Many of the ideas and proven techniques will have application and be of great benefit based on feedback reports I've received from thousands of retail automobile salespeople, managers and dealers throughout North America. Enjoy yourself, laugh and learn. This material will be an excellent review for many of you, I'm sure. As professional retail automobile salespeople, you are the most important people employed in your dealership and in North America. What follows is primarily the product of thirty-eight years of direct involvement in thousands of selling experiences. During this period I have profited immensely from working with many distinguished dealers, manager and retail sales people.

Respectfully,Jackie B. Cooper

1. Time Statements
2. The Value of T.O.
3. Mental Ownership
4. Reassurance
5. The Negotiator
6. Cash Back and/or Rebates
7. "I'm Just Looking"
8. Home Payment Conversion Close
9. "I Want To Think About It"
10. Payment Buy-Down Close
11. Lowest Possible Figure
12. "Selling"

The Second Analysis

Many people and selling experiences have shaped my selling concepts and the techniques which I've included in this program. It is honest and accurate to say that work on this material began a long time ago. I want you to know that my desire is to complement, not change what you are currently using in retailing automobiles and trucks. Many of the ideas and proven techniques will have application and be of great benefit based on feedback reports I've received from thousands of retail automobile salespeople, managers and dealers throughout North America. Enjoy yourself, laugh and learn. This material will be an excellent review for many of you, I'm sure. As professional retail automobile salespeople, you are the most important people employed in your dealership and in North America. What follows is primarily the product of thirty-eight years of direct involvement in thousands of selling experiences. During this period I have profited immensely from working with many distinguished dealers, manager and retail sales people.

Respectfully,Jackie B. Cooper

1. Time Statements
2. The Value of T.O.
3. Mental Ownership
4. Reassurance
5. The Negotiator
6. Cash Back and/or Rebates
7. "I'm Just Looking"
8. Home Payment Conversion Close
9. "I Want To Think About It"
10. Payment Buy-Down Close
11. Lowest Possible Figure
12. "Selling"

A Finishing Touch - 12 CD Set

The concept of education is continuous. As educated salespeople we are never complete...but rather "in the process". We are always developing new ideas and building on those recently attained.

As a proven salesperson, manager, dealer and consultant, Jackie B. Cooper has helped thousands of automotive salespeople to make millions of dollars. He has the ability to make sales people become more effective through unique concepts and his insight into human nature. Jackie is one of a kind... his ideas work!

Now, this CD program enables you to continue the sales training previously found at a live seminar. In essence, you will be "picking up where you left off"; perfecting your sales techniques and developing attitudes essential to your success. Just as the artist's brush is always present, ready to complete another portion of the painting... the CDs also serve as a tool to help you polish your educational painting and add... The Finishing Touch.

1. The Greeting
2. Investigation & Qualification
3. Prospecting
4. Selection
5. Follow-Up
6. Power Terms and Phrases
7. Questions That Could Prevent The Sale
8. Building The Gross
9. The Most Challenging Question
10. The Main Ingredient
11. A Sales Persons' First Obligation
12. Selling - Negotiating - Closing
    

The Second Analysis

Many people and selling experiences have shaped my selling concepts and the techniques which I've included in this program. It is honest and accurate to say that work on this material began a long time ago. I want you to know that my desire is to complement, not change what you are currently using in retailing automobiles and trucks. Many of the ideas and proven techniques will have application and be of great benefit based on feedback reports I've received from thousands of retail automobile salespeople, managers and dealers throughout North America. Enjoy yourself, laugh and learn. This material will be an excellent review for many of you, I'm sure. As professional retail automobile salespeople, you are the most important people employed in your dealership and in North America. What follows is primarily the product of thirty-eight years of direct involvement in thousands of selling experiences. During this period I have profited immensely from working with many distinguished dealers, manager and retail sales people.

Respectfully,Jackie B. Cooper

1. Time Statements
2. The Value of T.O.
3. Mental Ownership
4. Reassurance
5. The Negotiator
6. Cash Back and/or Rebates
7. "I'm Just Looking"
8. Home Payment Conversion Close
9. "I Want To Think About It"
10. Payment Buy-Down Close
11. Lowest Possible Figure
12. "Selling"

The Second Analysis

Many people and selling experiences have shaped my selling concepts and the techniques which I've included in this program. It is honest and accurate to say that work on this material began a long time ago. I want you to know that my desire is to complement, not change what you are currently using in retailing automobiles and trucks. Many of the ideas and proven techniques will have application and be of great benefit based on feedback reports I've received from thousands of retail automobile salespeople, managers and dealers throughout North America. Enjoy yourself, laugh and learn. This material will be an excellent review for many of you, I'm sure. As professional retail automobile salespeople, you are the most important people employed in your dealership and in North America. What follows is primarily the product of thirty-eight years of direct involvement in thousands of selling experiences. During this period I have profited immensely from working with many distinguished dealers, manager and retail sales people.

Respectfully,Jackie B. Cooper

1. Time Statements
2. The Value of T.O.
3. Mental Ownership
4. Reassurance
5. The Negotiator
6. Cash Back and/or Rebates
7. "I'm Just Looking"
8. Home Payment Conversion Close
9. "I Want To Think About It"
10. Payment Buy-Down Close
11. Lowest Possible Figure
12. "Selling"

A Finishing Touch

The concept of education is continuous. As educated salespeople we are never complete...but rather "in the process". We are always developing new ideas and building on those recently attained.

As a proven salesperson, manager, dealer and consultant, Jackie B. Cooper has helped thousands of automotive salespeople to make millions of dollars. He has the ability to make sales people become more effective through unique concepts and his insight into human nature. Jackie is one of a kind... his ideas work!

Now, this CD program enables you to continue the sales training previously found at a live seminar. In essence, you will be "picking up where you left off"; perfecting your sales techniques and developing attitudes essential to your success. Just as the artist's brush is always present, ready to complete another portion of the painting... the CDs also serve as a tool to help you polish your educational painting and add... The Finishing Touch.