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The Santa Guarantee…

You’re down to the wire, and if you want to go out with a bang, just do the things 20-30 car guys do:

• Look, Act, Sound and Think like a pro in sales this month!
• Leave problems and everything other than selling at the curb, and just go to work to sell a car.
• Work your shift. Don’t wait, hope, or visit – just ‘work’. Read this often…

“Am I doing the most productive thing possible right now?”

• Don’t ask – assume each prospect will buy today and treat them as buyers.
• Build rapport with everyone.
• Assume nothing. Find each person’s wants and needs for buying.
• Don’t talk price – focus on value.
• Stop prequalifying. Quit trying to be smarter than the customer, your manager and your lender. You aren’t.
• Give every customer on your lot your best presentation and demonstration.
• Write up everyone you can – period.
• Focus the negotiation on ‘terms’, not price. Keep bringing it back to down and payments. That, not price, is the real decision 90+% have to make to buy.
• Follow up everyone: the ones who bought and those who didn’t – yet.

Do this, and I guarantee Santa will be very good to you in sales this month.


Get Joe Verde’s sales book, Get Everything You Want In Sales, now and put your career on the right track.