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Home | Feature Articles

Feature Articles

Find the latest feature articles on automotive sales training here! We generally post new articles every week, and most of them can be found right here. Tons of articles to get the average car salesperson to achieve superstar success.

Click on any headline below to find the full article. And be sure to click the 'view more articles' link at the bottom of the page to read articles you may have missed.

Auto sales training teaches the magic words every car salesperson needs to know to spot deliver a vehicle

Here we will discuss how to spot a vehicle. Every car salesperson wants to spot a vehicle. There are many benefits you can receive from doing this. For every vehicle you sell, you should have the mentality that the customer is . . . keep reading

Why car salespeople can't get the most down payment out of their customer

Before I get into this, I want to ask you something: Are most of your customers purchasing their new car as a cash deal or are they financing or leasing it? Research around the country shows that most car deals are done through some sort of financing/leasing, where a bank is . . . keep reading

Part 2- Top 10 guidelines for car salespeople making outgoing follow-up phone calls

In the first part of this article we discussed the first 5 guidelines a car salesperson should follow when making outgoing phone calls. Since making outgoing phone calls is as equally important as taking incoming . . . keep reading

Part 1- Top 10 guidelines for car salespeople making outgoing follow-up phone calls

It's fair to say that we can all agree that following up and prospecting in the car business is the key to long term success. You can follow-up through many different kinds of tools such as mail, internet, email and most importantly . . . keep reading

Auto sales training article teaching an easy sold sign close for car salespeople

Today's article will teach you a step by step technique to get a commitment and close the sale. You might be already doing something like this or might have seen a variation of this done. But whether you know it or not, it is an extremely . . . keep reading

How average car salespeople are handling the phones

The phones are one of the strongest tools you have as a car salesperson. After many requests I have finally put together an audio/video tutorial explaining exactly how your competition is handling the phones. Get a glimpse of how . . . keep reading

I want more for my trade...

"I want more for my trade" is a common objection that is heard around the world in the car business. So how do we handle a customer when they are objecting to the value of their trade? The first tip I want to give you is to start off on the right foot instead of the wrong one. What do I mean by that? Well . . . keep reading

Closing sales the hard way and why customers hate negotiating

Often I hear about salespeople having a tough time closing a sale. This is because most dealerships never teach you how to close the sale. Negotiating and closing the sale are usually learned from experience. The problem with learning this way is that you're wasting a ton of time and throwing away a ton of money . . . keep reading

Auto Sales Training On Grouping Customers For Superstar Success

Now I want you to have a thorough understanding of the difference between a want and a need. If you clearly don't understand the difference then you'll end up doing dealer locates and dealer trades for the rest of your sales career . . . keep reading

Why Building Rapport Is A Must For Your Automotive Sales Jobs

Too often, I see sales people trying to go from just meeting the customer to closing right away. And every chance they get, they are trying to close the sale on price. Sure, you might sell a few vehicles and make some money. But it's not even close to what you . . . keep reading

How The Car Salesman Is Loosing Money By Skipping Steps

Most of my students are always asking me if I could show them a new close. First of all there is NO one close that works all the time. What you fail to understand is that closing is one of the . . . keep reading

How To Sell Cars And The Key Ingredients You Need To Make The Sale

If you're an average salesperson, then I'm pretty sure you have a lot of free time in your hands at work. Why do I say that? Well let me ask you a question. Out of your full work day, how many hours do you really put into work? To me working is . . . keep reading

The Need For Automotive Sales Managers To Win With Their Salespeople

Let me tell you a classic story and I'm sure you might have seen a variation of this at your dealership in some shape or form. They hire a new salesperson at ABC Motors. The newbie has never sold cars before. He is very excited about . . . keep reading

How To Sell Cars And Quick Tips For Grossing Well Per Deal

Are you just fed up with giving vehicles away at invoice or worse below invoice? You should be, because that's exactly what most average salespeople are doing. Too much money is left on the table because of . . . keep reading

Auto Sales Training Reveals The Need To Follow Up And Staying Off Of Price

If you continue to do everything in automotive sales that you do now, then you will achieve the same or below same results that you are receiving now. The only way to improve is to change. But change will not come easy . . . keep reading

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