This script book is a fantastic, all new selling telling with proven tracks created to get improved results.

With new skills your selling efforts will become more profitable. Today's buyer shops around by phone. This is a fact. It is up to you to create ways on how to stop the shopper and turn that call into a sale. Your challenger is to create a steady stream of customers through the phone or risk the penalties of trying to get more business using the name methods you did 5 years ago.

The word tracks in our script book are amazingly simple to use and are totally non confrontational.

We have scripts that cover:

• Calling back the unsold prospect
• Follow-up calls after delivery
• Stopping the shopper
• Handling the best price call
• Handling the best "What's mine worth?" call
• Handling the "Have you got one?" call
• Fleet dept calls
• Parts dept calls
• Service dept call

In order to get better at any task, changes must be made. This script book will enable you to feed CONFIDENT with every call receive and every call you make.
The telephone really is your lifeline to success………..that is, when you use it properly.

David Jackson CSP, one of Australians all time highest volume salespeople, often referred to as the "Telephone Doctor" has teamed up with Jacqui Morrison, alias "Women on Wheels" to produce this unique text.

Available now for only $49 (GST included)
Shipping $10

P.S. Note- Everyone who orders this text will receive from David and Jacquie a copy of the much talked about CD entitled "Learning to Love No"

This sales management-training manual has been written to assist Dealerships like yours to develop the very finest sales team that you can. The Professional Sales Management Encyclopedia is designed to give you a careful, step-by-step approach to the process of finding the right sales candidates, interviewing and selecting them, bringing on board smoothly and properly training them to perform in a competitive environment. It is also designed to instruct you in proper supervision and motivation of your salespeople.

Used correctly, the suggestions in this book should assist you to accomplish the following:

• Increase Customer Satisfaction     
• Increase Vehicle Sales                   
• Increase Closing Ratios
• Improve Finance and Insurance Sales      
• Maintain High Morale          
• Maintain Quality Performance
• Reduce Employee Turnover
• Increase Repeat Business
• Increase Referral Business    

Since the overall performance of your sales staff has a direct bearing on the number of units sold, along with establishment of customer loyalty and repeat business, it is critical that salespeople are regularly trained, monitored and assessed.

Being professional manager demands a commitment from you that you will do whatever it takes to help your people succeed. It will not be an easy road, but it will be a rewarding experience for you both emotionally and financially. Always remember that the reason you have this job is because someone thought you were an exceptional person. Now you have the opportunity to prove to them, and to yourself, that they made the right choice.

What we want to try to emphasize to you is that your success is predicated on the success of your salespeople. If we all live up to these challenges, our business will continue to grow, and we will start to shine in the eyes of our customers.

Contrary to public opinion, the retail motor business is a business for winners. If you are looking for a career that can afford you the opportunity to earn big money and an opportunity to advance up the ladder of success, the Automotive industry can offer you as much opportunity as you could ever expect from any career. If it is a sales career that you desire, and are content with staying in sales for the rest of your working life, then this is the business for you. You sell the most sought after commodity that the modem world has ever known. In addition, the world is your marketplace. How many people do you know that don't own a vehicle.

If you want the opportunity to grow into management, our industry has a great need for quality people with management aspirations. The manager of the future in the vehicle business is the manager who can recruit, hire, train, supervise and motivate a sales-force to above average levels of production. Master your skills (both selling skills and people skills) and you will prepare yourself for a management career with more job opportunity than any other field you can think of.

This Encyclopedia of Automotive Sales will help you to become the best that you can be. Whether you are a new hire into the business, an experienced sales veteran trying to fine-tune your self, or a sales manager trying to develop the finest sales organization in your area, this book can help you achieve whatever goal you have established for yourself.

Today, your vehicles are engineered and manufactured better than ever before, your sales and service facilities are built better than ever before, your technicians are trained better than ever before, and your customers are more educated than ever before. With using this book, it is out intent to help you develop your self into the most educated, professional salesperson that you can be.

To accomplish this, it is imperative that anyone using this book understands this most important lesson: You have only one purpose in your business life, and that is to satisfy your buying public. Your customer is your sole reason for being in this business. You must understand that you are not there to try to sell him anything. Rather, you are there to help him buy something. If you can establish the proper relationship with your buyer, you are well on your way to success in this business.

Through this training book, we will take you through the entire selling cycle. We will talk about what to do, and how to do it. We will also talk about what to do if what your supposed to do does not work. In other words, will take you through the normal selling approach, and than discuss the exceptions to normal.

As you go through this book, it is very important that you will not learn this information just by reading it one time. It will be necessary for you to study the information by reading it over several times to be sure you have a thorough understanding of what you read. Than it will be essential that you practice using the information in role-playing situations with other salespeople, your manager, your spouse, your friend or anyone else who wants to help you to succeed.

As you read this book, remember one very important point. You are reading this book because you are already in the Automotive business. Consider for a moment why you are in this business. Isn't it because you one day you made a decision that the vehicle business could afford you an opportunity to earn a good living for you and your family? In addition, wasn't that decision based on the fact that you felt you could do well in this business?

As you will see, we have written this book primarily in the masculine tense. His is by no means a slight to the many professional saleswomen or customers in our industry. We did this in order to avoid the confusion of trying to write in both tenses. It was never, and will never be, our intentions to knowingly offend anyone.

May your career in Automotive Retail business bring you all the rewards you would expect from your profession. Thank you for investing in my book.

The excellent and unique work has been edited by on of Australians all time highest producing salespeople, David Jackson CSP, Director of The Australian Salesmasters.

SO YOU WANT TO BE A CLOSER!

Every salesperson wants to be a great Closer. Most salespeople spend more time and put forth more effort in developing their Closing skills than any other single aspect of their job responsibilities. After all, if you are a commissioned salesperson, like most of the salespeople in the car business, you get paid to do one thing and one thing only - deliver cars.

You can do the best Presentation and Demonstration ever performed, and create tremendous value in your product, your service, your Dealership and yourself but, in the end, if you don't Close the deal, you don't get paid. It is that simple!

One very important point I want to make right up front in this. You can become the strongest Closer that ever lived but if your customer doesn't want your car and doesn't want it from you, you won't make the sale. On the other hand, you can be the weakest Closer there has ever been and if the customer wants your car bad enough and he wants it from you, he will find a way to take it away from you.

If you want to become a good Closer, first learn to become a good seller. Study your product so you can do a Professional presentation. Learn all you can about your competitors so you can professionally sell against them instead of trying to tear your competition down. Learn to create and use selective and credible sales tools designed to show how your product excels above the competition. If you learn to create good value perception in your product, your Dealership and yourself, and learn to create high buyer emotion, your closing ratio will increase dramatically.

It doesn't take one very long to learn that, in the car business, no matter how good you become, you are still going to miss more customer than you will sell. Industry statistics show us that the average salesperson in the car business is a 20% Closer. This means if you are average, you will sell one car for every five customers you talk to. This also means that an average salesperson doesn't Close four out of every five customers he talks to.

Let's factor this knowledge into another valuable statistic. Studies show us that 85% of the people that will ever walk into your Dealership made a decision to buy a new car before they ever left home. This means that 85% of the people you will ever talk to are, in fact, buyers. Put these two vital statistics together and what does this tell you? It tell us that if you are an average salesperson, 65% of people you miss were buyers.

As we just mentioned, the average salesperson in the car business is a 20% Closer. Here is a thought for you to consider. If you could manage to improve your Closing skills only to the extent that you can Close just one more customer out of every ten - in other words, go from two sales in ten, which is average, to only three sales in ten - do you have any idea what effect that would have on your income? It would increase your income by 50%. Could you handle a 50% raise? Than just commit yourself to spending whatever time is necessary to master what we have written on these pages. We will personally guarantee you that if you will spend the time, it will make you a better Closer than you are right now.

If you really want to learn to be a good Closer, than you must first learn to accept personal responsibility when the customer walks out of your Dealership without buying your new car. After all, if they were a buyer when they come in, and didn't buy, whose fault is it? Once you learn to accept the responsibility for not Closing the deal, instead of blaming others or circumstances, you can also learn how to properly persist in a closing situation. As long as you continue to pass the blame for your failure, you will continue to readily accept the customer's excuses for not buying the car. As a result you will make it very easy for the customer to leave and go down the road to your nearest competitor and buy her new car from them instead of from you.

This book is designed to give you a new understanding and perspective into what Closing a sales is all about. Our aim is to show you how to become effective in the following areas so you can maximize your ability to Close the sale:

1. When To Start  A Close
2. Properly Setting Up  A Close
3. Presenting The Proposal
4. The Art Of Negotiating
5. Overcoming Closing Objections
6. Successful Closing Techniques
7. Handling The Price Shopper

If you are not positive in your delivery, the customer will sense this and, as a result, will doubt your sincerity. Feel strong enough in your delivery to look the customer straight in the eye and "tell it like it is". Throughout this book, you will come across blocks called Cohen's Laws. We have highlighted some of the most important selling techniques and strategies, and put them into a sequence of issues that we call "Cohen's Laws Of Auto Sales".