Words of Wisdom from the Asphalt Jungle

These are some of the things any salesperson dreads to hear: This is the first place I stopped. I'm just getting ideas. Just driving different cars to see what I like. I just started looking. I won't be doing anything until next month. etc... If you believe any of these you are being sold by the customer and you won't be selling anything yourself.

An easy sale with high gross profit boils down to just two simple things:

Be careful! You may not be the one doing the selling. You may be letting your customer sell you. If they sell you, you won't sell them. This will be a controversial article for the "if I could would you?" crowd.

REMEMBER: An easy close with high gross profit start with the greeting . You know how important first impressions are, and you only have about 5 seconds to make that first impression. Take a check up from the neck up before you take that up - make sure you're in the right frame of mind, thinking positively and assuming you'll make the sale. You'll find everything you need for a successful greeting in the Baker's Dozen for Relationship selling -- maximize that first 5 seconds.

When you ask a customer what kind of payment they can afford they will give you the lowest possible number every time. So, how do you find what they can really do for a payment? This is a super easy trick, anyone can do it.

"Show them the buffet" was something Ed always said and firmly believed. All of the cars were mixed up, so if you wanted to see all of any particular model, you'd have to walk through the whole lot, the back lot where the new arrivals are, and even though the shop to see if any were in there being worked on. After doing that the customer has seen all of the cars on the lot! Not only the ones they are looking for.