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You probably see a lot of opportunities to earn great money selling cars. Like many others you wonder: "Is it really possible to make real money, working in a car dealership? And can I make it?" The answers are yes and yes - if you have some inside information from someone who knows the ropes.
Section Table
of Contents
Feature Article:
Take Control
by:
Patrick Davis
Building Your Business
Set More Appointments
by:
Patrick Davis
The Basics
Good Old-fashioned Hospitality
by:
Patrick Davis
Sales
Demo Drives -- Don't Ask!
by:
Patrick Davis
Goals
What is Your Goal This Year?
by:
Patrick Davis
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 Automotive
Sales Training
A Career
Opportunity For Higher Earnings
by: Patrick W Davis
Available as an Immediate Downloadable PDF eBook
Your price: $69.95
 Add
to cart
If you are
interested in cars, trucks and all kinds of vehicles.
You are not alone. Many people love anything automotive.
Most people who have an intense interest in automobiles
never take the next step to find out whether or not
working in the automotive industry would be a rewarding
career for them personally. This home study course will
convince you that choosing automotive sales as a career
is not only rewarding but exciting as well.
Selling in the automotive industry no longer has the
negative reputation that it once had. Effective,
productive automotive salespeople enjoy some of the
highest incomes of any career choices and, they have
earned the respect of others. Vehicles are getting,
safer, more economical, reliable, stylish and luxurious.
Computers have had an important impact on making cars
better and safer. People who sell will be far from the
“hucksters” of the past, rather, they will be the
“professionals” of the future.
This workbook will give you the necessary techniques,
methods and skills to be successful selling in the
automotive business. This course will insure your income
and establish you as a knowledgeable representative of
the industry.
This study course is simple and easy to follow but,
don’t let that fool you. It is powerful and can help you
attain an income you have only imagined and a rewarding
life as well!
by:
Patrick W Davis
Available as an Immediate Downloadable PDF eBook
Your price: $69.95
Add
to cart |
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Section Visitors
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Section Editor
Contact Info:
Editor:
Patrick Davis
Company:
Patrick Davis & Associates
Address:
332 E. Heritage Dr.
Knoxville,
TN,
37922
Phone:
865-675-5910
Email:
inforequest@patrickwdavis.com
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 SELLING
CARS
The Handbook of The
Professional
by:
Patrick W Davis
Available as an Immediate Downloadable PDF eBook
Your price: $10.95
Add
to cart
Patrick
Davis provides a perceptive and realistic approach to
training the novice or seasoned salesperson in the
various aspects of automotive selling. Patrick honed his
skills in the industry from porter through general
manager and, with an experienced and practical
point-of-view, he will provide YOU, the salesperson, the
finest and most successful skills, techniques,
principles, and strategies, which will take YOU from
meeting the customer, through gaining his confidence, to
receiving a perfectly-scored customer satisfaction
report. Selling Cars is the ultimate game plan for
effective automotive selling. ”With Selling Cars I can
now access Patrick Davis technology every day, feeling
as if I have a ready-made coach at hand supporting and
prompting me to stretch for highest levels of success in
automotive sales.
by:
Patrick W Davis
Available as an Immediate Downloadable PDF eBook
Your price: $10.95
Add
to cart
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Introducing
Our Editor:
Patrick Davis
Company:
Patrick Davis & Associates
What they say about
Patrick Davis & Associates
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About our editor:
Just out of high school, Patrick began working in the automobile industry as a porter/mechanic’s helper moving quickly into a position as a technician. He was soon promoted to service advisor.
Advancing to new and used car sales, Patrick was the number one salesperson in his second month. After that, he always remained among the top salespeople until he moved into management. By the time he was 26, he had purchased 38% of Ken Cowden Chevrolet.
Today, Patrick is a professional automotive sales trainer. He works with salespeople to help them increase their productivity, make more money, create satisfied customers and reap the many rewards that success brings.
SELLING CARS
The Handbook of The
Professional
by: Patrick W Davis
Audio MP3 Download -
Your price: $15.95
Add
to cart
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Feature
Article
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Take Control
printer
friendly version
By:
Patrick Davis
If you've ever wondered who has control of the
conversation in any negotiation
-- the salesperson or the customer? -- the answer is simple: The one who is
asking the questions! So when your customer
starts asking you questions, such
as: “Do you have any .....?” or
“How much is...?”, you know that he/she has taken control. Now what?
Try turning things
around by asking the customer questions, like:
“What brings you into our dealership today?” Only then will you feel
confident beginning your qualifying questions. Now
you're in control and ready to help
your customer select the right vehicle.
Develop the habit of
asking questions while walking around the dealership, standing in the lot, or
sitting in the office with your prospect. Don’t get caught in the trap of only
answering questions, when you could be gathering information you need to do the
job you were trained to do.
The good news is, you
don’t have to change everything you've been doing! But a successful,
professional salesperson continually learns new selling and communication
techniques, and stays at the top of his game. Change may be painful, but
rewarding -- like the caterpillar that becomes a butterfly -- change is
necessary for survival. Consider these words to the wise: MODIFY SELLING
TECHNIQUES TO FLY OR REMAIN THE SAME AND DIE!
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Building Your Business
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Set More Appointments
printer
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by:
Patrick Davis
We all know the more
appointments you schedule with potential customers, the better the odds of
selling a vehicle. What's more is that
everyone is a potential customer! Prepare by first putting together a
series of questions that you can pose to anyone you come in contact with daily.
These questions are designed to jog the minds and memories of people who would
gladly give you referrals, if only asked.
Explain that you're
looking for referrals. Then your list of questions might include:
“Who do you know personally who sells you your
groceries? your appliances? furniture? flowers? clothing? lumber? hardware?
insurance? fuel?”
These could be
followed by:
“Who is your doctor? lawyer? Mail carrier?
dentist? realtor? barber? hairdresser?”
The next set of
questions might include:
“Who do you know from your group of friends?
neighbors? your previous job?”
These are just a few
sample questions, but you get the idea.
Think of specific
groups of people, then contact them to let them know you're in the car business,
and are willing to save them time and money on their next automobile purchase.
Be sure to invite them to visit your lot whether they're thinking about buying
or trading now or later.
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The Basics
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Good Old-fashioned Hospitality
printer
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by:
Patrick Davis
When it comes to
serving a first-time customer, be prepared for your customer's personal "fear
factor". After all, they're in a strange place, with strange people, and they've
been told that a salesperson will
take advantage of them.
The best way to
counteract this fear is by being professional, courteous and above all
hospitable. Try saying something
like: “Welcome to your hometown dealership.
My name is Patrick Davis – and you are? Pleased to meet you. What brings you
into our dealership today?” And if you’re having a special
promotion, let your customer know. It can only build excitement and help to move
them closer to a buying decision.
Notice that customers
usually are not bashful about stating their mission: to get your best price. So
don’t be bashful about stating your mission to them: to find a vehicle that they
like well enough to buy today, provided that you can make the numbers agreeable.
Now is a good time to start qualifying. (If you're on the lot and having trouble
qualifying someone on the inventory, offer to take them inside, where they won’t
be distracted.)
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Sales
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Demo Drives -- Don't Ask!
printer
friendly version
by:
Patrick Davis
If you find that
asking a customer to test drive a
vehicle results in "No, thanks"… then stop
asking!
The fine art of a
demo drive begins with a good walk around.
Start under the hood and move counter-clockwise around the car, accenting the
features, advantages, and benefits of the vehicle. When you get to the passenger
door, open it, and ask your customer to have a seat. If he/she objects,
encourage him/her by offering to show something inside the car. Once the
customer is seated, help to adjust the seat for maximum comfort. Tell your
prospect to watch their legs and arms; then, close the door. Walk around the
front of the car, so that your prospect can see you at all times, then put
yourself in the driver's seat…in more ways than one. (Remember:
you're in control.)
Once again present the features, advantages, and
benefits of the interior equipment in the vehicle, and proceed with your
demonstration drive. Go to a predetermined destination, get out of the vehicle,
and ask your customer to move to the driver's seat. Help him/her get adjusted
and return to the passenger seat. Let the customer know that you intend to be
quiet and not explain anything else. Let the “driver” enjoy the ride. Should
they have any questions during the drive back, they should feel free to ask.
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Goals
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What is Your Goal This Year?
printer
friendly version
by:
Patrick Davis
Here's a good formula
for figuring out where you want to go and how to get there:
1) Write-down how much money you want to earn this year.
2) Divide your average commission per car into that number. This will tell you
how many cars you need to sell this year.
3) What is your closing ratio? If you need to sell 200 cars this year and your
closing ratio is 20 percent, 200 divided by 20% = 1,000. So you have to wait on
1,000 people this year in order to sell 200 cars.
4)
Divide 12 months into 1000
people = approximately 84 people per month. If you work 24 days per month,
divide 24 into 84 = 3.5 people per day.
Along with a little
basic math, reaching your goal requires
dedication. In other words, if you’re planning a vacation, you have
to get ahead of your goal before you leave. If you're off sick and fall behind,
you know you’ll have to work a little extra to catch up.
Set reasonable goals
that you will be proud to accomplish, and that will allow you to maintain
balance in your life. Work goals are important, but so are family, friends,
personal development, a healthy diet, exercise, and spiritual fulfillment.
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