The Real Book on Selling Cars and Making Money
Steven Nance
Copyright 2010 by Steve Nance
Smashwords Edition
Introduction Page 1
Self-Training Page 2
The Steps to a sale Page 3
Learning to listen to people Page 6
Learning to evaluate the trade Page 8
Learning to negotiate & overcoming the objections Page 10
Learning to go for the close Page 13
Learn how to maintain your customer base Page 17
Things to remember to be THE BEST Page 19
Salesman Lingo Page 21
The Real Book on Selling Cars and Making Money Introduction
I started my auto sales career by working for a Dealership in Texas. I have been in the car business for a little over five years and I love what I do. I started my career in hotels and then went into property management where I decided that I wanted a little more out of life. So I started searching the sales want ads and overtime I realized hey, I love cars and I love sales so why don't I go that direction. So I sent my resume in to the dealership next to my house and got the job that same day. Okay I got the job and I know I need to talk my ass off...but what do I say? How should I approach our guest? What if they ask me for the best price? OMG, what do I do if I make it inside??? I have to present the numbers to my customer's. Are they going to beat me up on price and is someone going to help me out?
Now I know what to expect and I know how you feel if you are a new salesman. I am now a Certified Expert Salesman at my dealership. I have trained some of my fellow co-workers and everything I have learned was self-taught through listening. I listened to everything around me and if it was a slow night I was in the sales tower listening to the manager instructing my co-worker's on how to shut the customer down. So in a way even though it was not directed at me, my manager's helped mold me and trained me through my choice to listen.
I will help you by guiding you through a step by step approach to the car sales business.
Good Luck and Happy Selling