What is selling?
Selling is causing the consumer to feel,think and act.
Creating the right feelings by using body language, facial expressions, eye to eye contact, tone of voice or a gesture such as a hand shake.
"The only person that makes money works in a mint."
"A Professional Retail Salesperson must earn it."
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.
- Time Statements
- The Value of T.O.
- Mental Ownership
- The Negotiator
- Cash Back and/or Rebates
- "I'm Just Looking"
- Home Payment Conversion Close
- "I Want To Think About It"
- Payment Buy-Down Close
- Lowest Possible Figure