Publisher's Synopsis
Gordon Wright has distilled over a decade of best practices he has developed, used and tested on the dealership showroom sales floor into this training manual and step-by-step guide. You will learn the principles and approaches he used to build a new and successful sales career in the car business following 25+ years working in corporate marketing and sales roles. Ten years of working this system in the dealership showroom before, during, and after the global financial crisis (2007-2009) has proved that you can sell more cars, deal with fewer objections and build an army of fans and advocates if you follow these 50 Steps to Showroom Mastery. Whether you are just starting out in the car sales business or you have a year or two under your belt but you're still trying to find your rhythm, it's time for you to reach your potential and Discover How to Supercharge Your Car Sales Career and Become a Showroom Executive.
In this book, you will learn the essential elements of building a successful car sales career. In a series of 50 critical (but easy to consume) lessons developed over a decade in the car business, Gordon Wright provides the insights and tools you can start using right away. Discover the key wordtracks that motivate prospects to follow you to the sale. Learn how to start thinking like a business person and start running your career like a business. Learn how to properly meet, greet, and engage with prospects in an environment where the client may know more about the vehicle than you. Discover the techniques and procedures to guarantee a perfect delivery experience and use the rapport built during the sales process to generate a ton of referrals and testimonials. Learn the smart prospecting techniques that only a few of the top performers are using to keep your sales funnel delivering opportunities to your desk daily.
Here's your chance to unlearn those "old school" sales techniques that even novice car shoppers try to avoid. Today's smart shoppers are no longer willing to buy those worn out sales lines that have dominated the industry for almost 100 years. Since computers and smartphones have levelled the car buying playing field, you need a new approach and game plan that is not about trickery. This no-objection approach means no more chasing customers. Instead, watch them come to you (and buy)!
