Why should i buy this book?

If you have a vested interest in the sales process, or are just curious about the process within the automotive industry, then this book breaks down the process step by step. Although it is based on the process used within Car Sales for many decades, it is also relevant in any business that relies on converting leads.

The book covers the basics of the ‘road to the sale’:

• Meet & Greet

• Qualification

• Part-exchange Appraisal

• 1st Management Review

• Presentation

• Demonstration

• Pre-Close

• 2nd Management Review

• Negotiation

• Objection Handling

• Close

• Summary

originally published in 2009, is the book still relevant?

Many aspects within the motor trade have changed in the last decade. Numerous restrictions and regulations have been imposed by the FCA (Financial Conduct Authority), in relation to ‘treating customers fairly’ and with good reason. The internet and available information has also changed the landscape, as the customers are much more informed when they make their enquiries.

Having said that, the information and process detailed in this book is more relevant than ever, as the basics of ‘good customer service’ are all addressed here and should NEVER change.

are the skills in this book transferable to other sales environments?

YES, they absolutely are transferable. All sales oriented arenas rely on good communication and the sellers ability to qualify the customers needs, clearly and accurately. It doesn’t matter if you are selling property, products, solutions, services or technology, understanding and directing your customer is paramount to success.

how was the book received on 1st publication?

The book was originally published on amazon.co.uk & amazon.com in 2009, in paperback and kindle versions and resulted in a average rating of 4.1 out 5 stars from both markets.