Revised 2017: Don't let the title fool you! CAR SHARKS and CLOSERS is a complete automobile sales training manual with only one goal - to train salespeople, sales managers and finance managers to close car sales at maximum gross profit and with 100% customer satisfaction ratings! That's it - closing sales; period! The training begins with the decision on where the new hire wants to work and how to actually get hired, even if there is no job opening. Next, the new hire is helped through the training period and put on a fast track to success! It virtually eliminates failure by preparing them for the frustrations, and helps overcome the mind games and misdirection from their peers, and the "wait and see if they make it before I invest much time" attitude from their trainers. Whether a salesperson or manager, this manual contains exact closing methods with scripts and the body language so critical to their success! It also explores the psychology of why these closes work so well. The secrets of making multiple passes to achieve maximum profits while maintaining guaranteed customer satisfaction are revealed in complete detail. Managers at all levels will benefit from this training. All of the techniques included in this training are proven and highly successful in producing the highest possible closing percentages. The scripts included contain the exact words that are best used verbatim. Naturally, the person using these closes should inject their own personality and body language into the verbiage, but it should be noted that, over the years, every single one of these individual closing scenarios has each earned hundreds of thousands of dollars in commissions for this author. Every single one! That's why I know they work so well, because I perfected them over the years, and each time a similar situation arose, I necessarily tweaked the presentation to fit the circumstances until they worked the majority of the time. Whether you are a new salesperson, a sales manager or dealer, these methods are the same. Used car managers can benefit from the structure and appraisal methods and most everyone in the dealership can employ these methods with success. There has never been any training to match the intensity and perfection contained within this manual; learn it well, because it works!
About the Author: The author's background is extensive. He has sold door to door, been a loan officer in finance companies, a service rep for a bank group and supervised numerous loan portfolios, been an insurance agent, an employment counselor, a state highway technician; learning auto finance. He then turned around and hired and trained a teacher for a newly created finance manager training school. He traveled throughout the eastern and Midwest states assisting banks and automobile dealers in financing of cars and RVs. One factor in his success is that he has never been afraid to change jobs. His overall philosophy has always been to learn everything about where he was at and if it became boring, to move on. For example, after moving to the west coast, he secured a job with an Oregon insurance company and became department manager in a short time. Then an ad from Toyota Motor Company caught his eye and he interviewed for the position, and upon returning from vacation, he found out that out of 1,000 applicants, he had been chosen as the Toyota sales training manager for the northwest. Upon tendering his resignation, the insurance company raised the ante so high that he stayed with them. Six months later, he was wooed away by Volkswagen of America, and became merchandising manager for five states. Years later, just when he was in line for assistant vice president, he was enticed by an auto dealer to get into the retail sales end. His first position was general manager, which he freely admits was "over his head" at the time. Then by accident, he ran into a gentleman that had been in the audience during a presentation he made to a Seattle dealer group. This was the "game changer." The man offered him a job as a closer. When he replied that he had never even sold a car, the man said, "I'm not looking for a salesman, I want a closer and you have what I want!" What followed was six months of the most intensive training imaginable. He was taught every word and every gesture to use, along with the psychology that explained why it worked. He learned so much, that six months later he bought a "failing," multi-line dealership. The recession of the early 80's polished off that venture, but over the next 26 years he learned from the best and became a master closer; a position he enjoyed more than any other. He worked for many of the largest dealers in the United States; the true mega dealers. He has personally closed over 17,000 sales of cars, trucks and RVs.