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TAPE # 1
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1) Your Price Is
Too High.
Great 3 step negotiating
word tract, plus other
effective responses
2)
Art of
Negotiating
The heart of sales
3) Help Your Sales
Manager To Help You
What the salesperson must do
4) Women Buyers
The real decision makers |
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TAPE # 2
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1) I've Got A Better Deal
Word tracts that work
and make money
2) How non-verbal
communications and body
language impact the sale
3) Turn-Over = Opportunity
Value and reasons for doing
it correctly & consistently
4)
Trial Closing
Learn to close the sale
before the close
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TAPE # 3
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1) Incoming Sales Calls,
Pt 1
Two party cooperation
2) Incoming Sales
Calls, Pt 2
Get where you need to be
3) Incoming Sales
Calls, Pt 3
Results oriented
4) Incoming Sales
Calls, Pt 4
Results oriented |
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TAPE # 4 |
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1) Identifying &
Isolating Objections
Easy to use 2 step process.
2) Internet Buyers I
Changing with the times
3) Internet Buyers II
How to handle
4) Give every customer a
chance
Prejudging guarantees missed
sales |
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TAPE # 5
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1) Qualities of a Closer
Confidence, Conviction &
Enthusiasm
2)
Counseling/Interviewing, Pt.
1
The most neglected step
3)
Counseling/Interviewing, Pt.
2
How to do it right
4) Helping F&I Help You
Keeping the deal you make |
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TAPE # 6
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1) "What's Your Best
Price?"
Responses to keep off of
price on the lot
2) Leasing, The
Alternative
How to overcome customer
hesitation
3) Leasing, Part 2
Advantages and disadvantages
4) Leasing, Objections
Questions/Objections/Responses |
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TAPE # 7 |
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1) "You're Not Giving Me
Enough For My Trade"
The best responses
2) Greeting and Reception
Control starts here
3) Setting And Achieving
Goals
Why and how
4) Vehicle Selection
Position for profit |
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TAPE # 8
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1) "The Classics"
Closes that have stood
the test of time
2) Prospecting For Gold
- Part 1
3) Prospecting For Gold
- Part 2
4) Non-confrontational
selling |
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TAPE # 9 |
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1) "I'll Sell It Myself"
Word tracts that keep the
momentum going
2) Personality Types
Understanding and reacting
to different personalities
3) Building Rapport
The bridge to success
4) Effective Listening
Tips and techniques |
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TAPE # 10
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1) "I Need To Talk To My
Spouse"
Responses to keep momentum
going
2) Follow Up, Follow Up
3) Where Negotiations
Really Begin
4) Enhance Used Car Sales
Basic strategies |
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TAPE # 11
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1) "I Want To Think About
It"
You can close with this one
2) Shortcuts = "short"
Paychecks
3) The Initial Proposal
Make it count
4) Handling "low balls" |
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TAPE # 12
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1) "I Want To Shop
Around"
Responses to keep your
customer grounded
2) Dealing with personal
pressures
(and still sell cars).
3) Questions to Avoid
4) Attitude creates altitude
(fly with the winners). |
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TAPE # 13
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1) Effective Word Tracts
and Responses
2) Building a Contact Base
Don't rely on floor traffic
3) Evidence Manual
Best reasons to buy here
4) Words Are Important
Importance of language and
word selection |
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TAPE # 14
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1) "What Are My
Payments/Interest Rate
etc...."
Responses that work
2) Paperwork can make or
break the sale
3) Continued Education
Real career growth for the
serious student
4) The Delivery
The beginning or the end? |
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TAPE # 15
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1) Make It A Career
You won't be sorry
2) Building Value
Building value in the sale
3) Demonstration Drive
No demo, no sale - do it
right
4) Ethics and Legalities
Keeping everyone out of
trouble |
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TAPE # 16
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1) Price Negotiations
Responding to counter
offers
2) Selling the Sizzle
Emphasis on value & benefits
vs. price
3) Product Walk-arounds
Mastering each and every
model
4) Personal Value
Building
Increasing your value in
marketplace |
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TAPE #17 & 18 |
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8 Powerful segments on
The Most Comprehensive Guide
to Closing |
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TAPE #19 |
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1) Perceptions
Serving customers better by
knowing what they are saying
and thinking.
2) Time Management -
Part 1
Getting the most out of each
day
3) Time Management -
Part 2
Organizational skills
increase productivity
4) Conflict Resolution
Dousing the flames and
turning problems into
opportunities |
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TAPE #20 |
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1) Effective Closing
Techniques
Close on your own
2) Time Management -
Part 3
The 10 biggest causes of
wasted time
3) Questions Are Magical
Tips and techniques to
uncover information
4) Road to the Sale
Review
The process in review |
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TAPE # 21
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Where Deals Are Lost
Each of the 4 segments
discusses the areas in the
sales process where the
disconnect between customer
and
salesperson usually occurs. |
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TAPE # 22
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Personal Motivation
Strategies
Each of the four segments
reviews and discusses
different ways to motivate
ourselves to achieve all
that we are capable of
achieving. These are a MUST
for anyone in sales. |
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TAPE # 23 |
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1) Negotiating for Profit
Excellent tips & techniques
not previously discussed.
2) Closing is a Process
Dealing with today's
educated buyer.
3) Impact of Used Cars
Techniques that insure
higher success rates.
4) Dealing with Doubts
Dealing with doubts
after the presentation made. |
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TAPE #24 |
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1) Adaptive Selling
You must be able to adapt to
changing conditions.
2) Handling the Special
Finance Customer - Part
1
3) Handling the Special
Finance Customer - Part
2
4) Why Should I Buy From
You?
The question every customer
has. |
