Learn more about “Assumptive Selling” by Steve Stauningģ. What’s more, is that if you do take charge, if you are direct, and if you provide the right guidance, they’ll want to buy from you! Take charge of your sales career by recognizing that everyone is a buyer and they want to buy today. Assumptive Selling by Steve StauningĪssumptive Selling is about knowing everyone is a buyer… and knowing that the first time you believe someone is not, you’ll be right.
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This book also covers when and how to raise your price and show confidence in your product, whatever brand it is.ĭownload our Free Sales Objections Handling Guide 4. This makes sure they play your game, and you’re not playing theirs. The best thing about handling objections is taking care of them before the car buyer has even played it out. Here’s the bad news: there are more and more out there, but this doesn’t mean you shouldn’t learn how to handle them.ĭevelop techniques to pre-handle price objections before they even come your way. This type of buyer is really hard to catch. This book is a diamond in the dirt for any car salesperson looking to boost their closing ratio on price-focused vehicle sales. Screw them right? If you are having trouble closing these types of deals, read this one. Those guys coming in to shop you and leave for a dollar on a 96-month financing deal. Crush Price Objections: Sales Tactics for Holding Your Ground and Protecting Your Profit by Tom ReillyĪh, the price shoppers. This book will also help you master: – Doubt-handling – Deal with competition shoppers – Negotiation techniques – Opportunity seizing techniques
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It can be months from the time you get the first lead to the delivery day. This is precisely why it’s awesome: Car sales today ARE complex. This piece was originally written to help close more complex sales. This book shows you how to deal with different decision-makers, understand their buying psychology and close the deal without dropping your pants. This means you need to know how to address both, in a different way to serve their needs. In the car business, the decision to shop from a new car comes from men, but the decision-maker are often women. This one is key because it’s one of the best books out there to teach you how to get to the decision-maker. Major Account Sales Strategy by Neil Rackham Ultimate Car Sales Objections Handling GuideĦ. If so, you should definitely check out our Ultimate Car Sales Objections Handling Guide! Related: Are you struggling with customer objections? Whether you deliver pitches to investors, clients, or car buyers, this book is a must-have, so get your hands on it now. I promise you’ll never feel stressed again meeting with a potential car buyer. The way the author teaches you to handle every type of buyer with framing techniques is pure gold. In this book, Oren Klaff describes his one-of-a-kind method to delivering winning pitches for any situation. Depending on how well you’ve mastered this craft, you can either make or break a deal. This is a knockout book with principles that can make you a selling expert in just a few hours.ĭelivering a sales pitch is one of the most vital components of any selling process.
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Ok, the only reason why this one is number 6 is that we wanted to make sure you see it even if you don’t get through the whole list. Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff There’s a reason why it’s called the Sales Bible, it’s because everyone selling cars for a living should read this book at least once every two years. This book answers almost all of the basic sales questions that many reps run into today – whether it’s about leads, pipeline management, presentation, this is an all-around must-read for anyone with basic or advanced selling skills. Our pick has to go with Jeffrey Gitomer’s The Sales Bible: The Ultimate Sales Resource has been just that, the ultimate resource for thousands of sales professionals for a long time now, inside our outside the automotive business. The Sales Bible: The Ultimate Sales Resource by Jeffrey Gitomer If you are though, buy ALL OF THEM, I swear investing a mere $150 in books won’t bother you once you hit the $150,000/year mark.
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If you think you’re going to magically sell 20+ cars a month, without doing anything, get out of here right now.
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These books below will help many of you double or triple car sales, so put down your hate for reading. I read a ton of books before I was able to draw a complete and distilled list of the top books you must read if you’d like to sell more cars.