A Manual for Automotive Sales Representatives
How to be a Sales Professional 24/7
TABLE OF CONTENTS
The manual is divided into two parts.
Introductions: Who is who at the dealership
A Note About AMVIC and Your Customer
A Word About You and the Dealership
Interacting With Customers
The Test Drive
Choosing a Test Route
Post Test Drive Procedures
How to Fill in an Offer to Purchase (NB extra content) How to do a Proper Delivery
Ask for the sale
Some Helpful Hints When Signing on at the Dealership The Weekly Sales Meeting
Notes about Clothing, Perfumes, and Smoking
The Tools of Your Trade
To Be A Sales Professional
Ways to Thank Customers
Bird Dog Fees, aka referral fees
Taking in a Trade
What to Avoid
Understanding VIN s
Locating Vehicle Identification Numbers
Conversion Tables. Miles to Km, Cubic Inches to Litres
Pearson MacDonald’s Iron Clad Rules for Success
How to Handle Complaints 38 About Training Programs
An Other Way of Putting it
The Four Ps of Selling 40 Some Words About Attitude
Some Words About Enthusiasm
About Selling Yourself.
Steps A Positive Mental Attitude = Other Peoples’ Money
What About Rejection?
Ten Tested Ways of Selling
Some More Advice Regarding the Phone (scripts)
A Quick Seven Steps to a Sale
The, Just Looking Response and How to Handle it
What About the Referral Customer?
What About the Customer Who Has Bought There Before?
More Notes Regarding Customers and How to Qualify Them
Qualifying a Customer
A Sales Rep is Like a Journalist
The N.E.A.D.S. Formula
Tie Down Questions
Skunking. Answering a Question With a Question
Some More Notes on Presentation
Power Words 56 Sell What is Available Today
Much More About Closing.
Many Different Ways to Close a Sale
Objections and What to do About Them
More About the Turn Over
Some Quick Notes About Urgency
Sample Customer Interview Sheet. What questions to ask.
Sample Offer to Purchase
Identifying Vehicle Identification Numbers
SUPPLEMENT A, RV sales