Additional information
by Gilton Jr. Huggett (Author)
This book covers various strategies for developing an efficient career in the Automotive Sales Industry. In my work as a Sales Consultant, I utilize the following steps. Most Dealerships use similar steps but I modified, them based on my understanding and experience. There is no need to change the wheel, but I will apply a unique philosophy to these basic concepts. In this book, I will use the term "stage" instead of "steps" to distinguish myself. My goal is to encourage people to enter the industry and make a difference in people's lives. Historically society has a negative connotation of the automotive sales industry. Since the creation of the Internet, business is much more transparent than in the past. Most information such as pricing, videos, and window stickers are available on the manufacturers' websites, third-party sites, and Dealerships' websites. Most customers come to the Dealership very educated about the process, so it is vital for Sales Consultants to be knowledgeable about their products. If you are unable to answer questions and explain the features and benefits of the vehicles, you are going to lose credibility. Studying the business very well is critical for success, as understanding the features and benefits of the vehicle you are selling compared to the competition. If you can illustrate the advantages your vehicles have compare to the competition, you can prevent your customer from going to another dealership.The steps to automotive sales will not be a straight line but will involve obstacles, rewards, and awards. Society often has a negative view of the automotive sales industry. In my experience, however, it is very empowering to help people make a decision that is sometimes the first large purchase of their lives.
