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Teaching salespeople to build their own “Book of Business”

To view videos of this program on specific topics – to the right click on “My You Tube Page”

Creating your own “Book of Business”

With all of the changes happening rapidly in the automobile business we loose site sometimes of the basics. How do salespeople sell 20-30-40 units per month? It’s not from Lot Traffic, it’s because they have developed their own “Book of Business”. Scott teaches how all of your salespeople can start today building their own “Book of Business”.

Call 815- 978-5038 for details and plans to increase sales today.

Overcoming Objections

How many times have you asked the customer to buy – they give you an objection – you handle it and they still fo not buy.

Frustration – waste to time – so what do you do?

You did not confirm it was the REAL Objection, that it was the TRUTH. You left this step out.

That is what this technique will teach you. By using this technique you will stop wasting time answering objections that were excuses – “get-a-way” stories or “little white lies” customers use to not buy at this time.

Overcoming Objections Part #1

Salespeople spend great amounts of time becoming product specialists, going thru all of the steps just to be re-railed when the customer states: “I want to think about it.” Or, “We don’t buy on the 1st visit.” Or, “We need to shop around.”

Too many salespeople have not been taught the technique to WELCOME those comments because they now have a technique that equips them to deal with those remarks and move them closer to the sale.

This technique gives you the answers. Will make more sales for you. Will make money for you.

Sharing techniques with automobile salespeople how to sell more vehicles.

Recently dealerships have learned that Owner Retention has been neglected over the past years and 50+% of there customers are leaving and going to independent garages after the vehicles are out of warranty putting repeat sales at jeopardy.

NADA statistics show that if customers are having their vehicle serviced at the dealership 70% of the time they will purchase again from that dealership. When having their vehicle serviced elsewhere, that number falls to 35%.

One of the biggest problem areas is with Orphan Owners. These are customers that purchased from the dealership and the selling salesperson has quit and not following up with these customers.

In this video, Scott shares proven techniques on how to profitably follow up with Orphan Owners and make additional sales to them as well as selling additional vehicles to a salespersons current owner base.