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Art of the Car Deal

Comprehensive Sales Training and Professional Negotiating Strategies



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The Art of the Car Deal: Comprehensive Sales Training and Professional Negotiating Strategies by Gary L Swanson
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This is the point in your career where you have come to the realization that your skill level has peaked, and all you need now is to fine-tune your art. This book will put the final polish on your skills and your mental preparedness, to make you the Best of the Best! You will become a member of that very rare group of individuals who are the true Artists in our profession! The strategies, word tracks, and body language accompanying each closing scenario have been perfected over thousands upon thousands of incredibly successful sales. It just doesn't get any easier or better than this! This is truly The Art of the Car Deal-"

Author Biography

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, been an insurance agent, an employment counselor, a state highway technician. Next, after learning auto finance, he trained an instructor to teach 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. 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 out of 1,000 applicants, he was chosen as the Toyota sales training manager for the northwest five states. 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. He ran into an old friend who 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. He learned the psychology of why each closing scenario worked and why some didn't, and through experimentation, he became a master closer. 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 practiced and perfected the closing of car sales into an absolute art! 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. Although the author's career has run the gambit, he is considered to be an absolute master sales closer by the dealers he has worked for. Many have stated that he is the "best ever," and the author humbly answers that with, "Who am I to argue with so many successful people? I'll just say thank you."
Release date Australia
November 5th, 2015
Country of Publication
United States
black & white illustrations
Createspace Independent Publishing Platform
Product ID

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