Automobile sales people—have you ever wondered why you can’t keep your sales process on track?

Sometimes, even with the best intentions we feel like amateurs. We know the sales process that works best- we know what to do. But, our client keeps asking questions that throw us off course.

A smooth professional process in sales is what makes us a living. Admittedly though, it is often difficult to get started, let alone maintain. The answer is found in a sales step that was rooted in the timeshare sales industry but is proven to be very effective in automobile sales. It is known as the statement of intent.

The statement of intent projects professionalism on your part. More importantly though, it assures your client that you have their interest at heart and that you appreciate them. You appreciate them to the point that you have great respect for their time and want to let them know what exactly you intend to do in order to serve them.

Using this sales step will change your life. Want to learn how? Want to increase your sales skills? Want to learn more? Go to insidertradingsite.com the source for all your sales training.

Changing The Car Business One Transaction At A Time

For someone who has spent a lifetime in the fascinating automobile sales business, writing a book was only one of those jokes you tell while lifting your favorite cold beverage. Over my career, literally hundreds of people had told me that I needed to write a book. The very idea haunted me for years, thinking that I just couldn’t because I didn’t know how. Well I found out I could and Joe McCullough of Authorhouse made it simple from the publishing end and I thank him for that.

But how do you write a Book? I have a fantastic story to tell, but where do I start? Am I the only one who struggles with this? Am I finished before I even got started? I think not. I just started with making outlines and continually expanded them. There were mountains on hand written papers all over the place. The madness started with a one page outline, then two papers, then ten, then forty, then more. Where in the world am I going, What am I doing? What can be made of all this? It’s going to take ten years to write this book. I need to give up–but I can’t.

My strength is not the written word, but my ability to verbalize and transfer my feelings through spoken words. How can I get this to paper? I better find a way because my outline expansion idea will take an eternity, not withstanding the accompanying writers cramp in my hand. What can I do?

I’ve got it! I’ll hire a Court Reporter. You know, one of those stoic, don’t talk back people. Perfect, I thought. I can take my expanded outlines, sit down and without interuption verbalize my entire book over a couple of days period and get it done. What an idea and you know what, it worked for me. It took one and one half days to finish “telling” my book. About 5 days later I had a thick typed transcript that we could refine and smooth off the rough edges. This was my process.

The reason I chose to write a book about the Automobile Sales Business is deep seeded. Cars and trucks, to Americans, are a way of life. Owning and buying cars is one of the most talked bout subjects at any gathering. To many, we are what we drive. This being said, the very act of buying a car makes most of us anxious and guarded. There is fear in this activity. Why is this? I have interviewed hundreds of automobile buyers who have all said primarily the same thing: The car business has taught the customer to be on guard by certain activities, advertising and sales tactics.

I love the car business. It is not an industry born of the devil and run by Devotees of Lucifer. It is made up of hard working, regular people that happen to be part of the emotionally charged activity of buying a new car or truck. But the car industry, just like any other industry does have a negative culture that has broad influence.

I wrote this book as a “How to” escape and avoid the negative culture of the industry and a complete “How to” road map to attain tremendous sales success and to feel good about ones self in doing so.

Much to my amazement, I found that many readers of “The Encyclopedia of Selling Cars,” although in other types of sales and business have expressed “rewards” from reading it. The book has benefited them both professionally and individually. They enjoyed all the Ted-isms in the book that provide individual motivation and direction.

Get a copy of “The Encyclopedia of Selling Cars.” It’s fun to read and very thought provoking.
Thank you Joe McCullough and Authorhouse.
Ted Lindsay

Is The Professional Salesman Edging Toward Extinction?

The most fragile species, the professional salesman, is on the verge of extinction.
Well I think not. Fragile yes – weak no. Sales professionals are energetic, creative, inventive, resourceful and the driving force of our business landscape. This dynamo is strong and getting stronger because now he knows how to manage and protect the very soul that makes him tick; his mindset and its public reflection – his attitude.

Remember all the dot commers predictions that salespeople work because of the internet will become a thing of the past. Well let me ask you who sells that dot come stuff anyway.? Remember the family cocoon theory that all commerce will be done from the secrecy and privacy of some dark corner or living room somewhere.

Well commerce without relationships is possible and does exist, but with limitations. But the true superstars of our economy are those amazingly adept, articulate and imaginative survivors the professional salesmen.

What makes the professional salesman so resilient, I think it’s the spirit of a highly trained athlete. Those winners that just win. Selling is the only sport you can play when your legs are gone. You know what I mean. Salesmen have to have a mountain to climb, a river to cross, yes a new conquest on the horizon.

The modern professional salesman trains himself continually not only on his product and knowing his clientele, but has entered a new arena. That new area is the training and managing his most important asset, that is the professional’s mindset.

Being able to manage, yes actually manage your mindset is truly explosive. We are the greatest relationship builders around. That’s why we’re successful in sales knowing how to manage an internal relationship with ourselves is what will move us to a whole new level of sales accomplishments.

Well here is how I’ve done it and it has changed my life. I have become my own bullet proof juggernaut.

One of the challenges that I’ve learned to deal with is the ups and downs that are experienced in selling. All those bumps in the road unless managed and put into perspective can become demoralizing or even career ending.

I’ve learned to rely on my own BBR (bigger, better reason) as my sustainer throughout all these challenges. Selling for rent or mortgage payments, food and utility bills, or just getting by can be at best overwhelming. Particularly when dealing with ups and downs.

Having a BBR certainly smooths out all the bumps and potholes in the road. Seemingly because they are just part of the journey. Nothing, no nothing will stop me from working toward that bigger goal, that of attaining my BBR.

Let me tell you what I mean. I once worked with a salesman named John H. He was extremely successful in sales. He was driven, really driven. He lived in a world of WOW. Couldn’t be stopped, deterred slowing down or anything. He worked and lived with purpose. You see, John was building a church in India (BBR). Each Friday he wired money to India to nourish his bigger, better reason for selling. Nothing effected John, he was driven.

Imagine selling with unparalleled purpose. Years ago I adopted my own bigger, better reason (BBR) for doing everything I did. My BBR was and still is my two sons. Everything I did was with purpose and focus on feeding my BBR. You could kick me on the knee, punch me, insult me or whatever, but all these things were uneffective in deterring me from my cause. Thanks to my BBR.

In support of this BBR is a daily activity I exercise in order to maintain my strength and fully nurture my mindset. This mindset maintenance technique is called CAFÉ. I believe it’s all about how one starts his day that will determine the level of success atttained. The technique is simple but life changing. CAFÉ starts with a C, which stands for Counting one’s Blessings. We can list everything that is wrong with the world, but we can’t make a complete list of our blessings. The gift of life- The beautiful day – My families well being – My job – My health – My faith – My opportunity- Get the picture. This practice provides gratitude to the soul. It provides positive thoughts to follow. And importantly it sets your attitude which is the A in Café. We will always follow our dominate thought and with this practice in place, they are all positive. All of these positive thoughts make it easier and more clearly purposeful to focus on the tasks at hand. F is for focus and from focus we get our game plan, whereby we become enabled to execute the tasks we must perform in our sales process.

This technique or practice of CAFÉ sets our own stage daily. It tees it up. Our vision is real. Our goal is clear. We own the expected results.

The professional salesman has now conquered the last frontier in his quest. He has trained on, studied, and knows his product to the Nth Degree. He knows the market and competition. He has researched his buyer. He knows their profile. As well, he knows where to find that conquest opportunity that will drive his plus business. He is the relationship builder that maintains his clientele.

And now he can and has accomplished building that ultimate relationship; That is with himself. He can now manage and nurture his own mindset and attitude which will make him a constant, dynamic winner in his field.
On the verge of extinction, I think not. The professional salesman will be the last man standing.
Should you care to read further regarding self management techniques as well relationship building skills; please access INSIDERTRADINGSITE.COM where you can purchase any of Ted Lindsay’s books or training materials.