About the Book

Gordon Wright has distilled over a decade of best practices he has developed, used and tested on the dealership showroom sales floor into this training manual and step-by-step guide. You will learn the principles and approaches he used to build a new and successful sales career in the car business following 25+ years working in corporate marketing and sales roles. Ten years of working this system in the dealership showroom before, during, and after the global financial crisis (2007-2009) has proved that you can sell more cars, deal with fewer objections and build an army of fans and advocates if you follow these 50 Steps to Showroom Mastery. Whether you are just starting out in the car sales business or you have a year or two under your belt but you're still trying to find your rhythm, it's time for you to reach your potential and Discover How to Supercharge Your Car Sales Career and Become a Showroom Executive.

In this book, you will learn the essential elements of building a successful car sales career. In a series of 50 critical (but easy to consume) lessons developed over a decade in the car business, Gordon Wright provides the insights and tools you can start using right away. Discover the key wordtracks that motivate prospects to follow you to the sale. Learn how to start thinking like a business person and start running your career like a business. Learn how to properly meet, greet, and engage with prospects in an environment where the client may know more about the vehicle than you. Discover the techniques and procedures to guarantee a perfect delivery experience and use the rapport built during the sales process to generate a ton of referrals and testimonials. Learn the smart prospecting techniques that only a few of the top performers are using to keep your sales funnel delivering opportunities to your desk daily.

Here's your chance to unlearn those "old school" sales techniques that even novice car shoppers try to avoid. Today's smart shoppers are no longer willing to buy those worn out sales lines that have dominated the industry for almost 100 years. Since computers and smartphones have levelled the car buying playing field, you need a new approach and game plan that is not about trickery. This no-objection approach means no more chasing customers. Instead, watch them come to you (and buy)!

About the Author: When Gordon Wright found himself downsized following a successful 25+ year career in corporate marketing and sales, he decided to try selling cars and joined the team at a local dealership. He soon discovered that the way dealerships and car salespeople were generally conducting business was a lot different than the approach he had been used to in the corporate world. Having spent most of his life applying marketing principles designed to deliver customers to the front door, he was convinced that his key to success in this new environment would be to use his marketing skills and understanding of buyer behaviour to provide a different customer experience. Rather than chasing customers, he set out to orchestrate the flow of prospects to the dealership who were pre-conditioned, pre-disposed and motivated to do business with him. At the same time, those who arrived "fresh" at the dealership were treated to a novel new "no-objection" approach that made it easy to buy. Over the first year, he developed a different approach with customers that was based on the philosophy that an educated buyer is an easier customer to work with. This is how he built a large and solid base of customers who appreciated his approach. At the same time, the internet and social media were providing more tools for car buyers to begin to level the playing field. Although changes are occurring quickly, the industry is still populated by a significant percentage of "old school" thinking in an increasingly competitive industry. The result is that you, as a car sales professional, can set yourself apart from the majority of car salespeople and lock up a significant portion of the available business by learning the operating principles and techniques that are in alignment with today's customers. Using deceptive practices and "smoke and mirrors" techniques is no way to build a following of fans and advocates. Gordon Wright pioneered a New Way to Sell Cars in the way he conducts business in the showroom and online. He realized that these methods worked better than the "old school" tactics employed by many of his colleagues, and he was rewarded with a parade of repeat customers and referrals. Educated customers, he found, were happy customers and were eager to spread the word. An earlier book, "A New Way to Buy a Car", was published as a Consumer Awareness Guide for car shoppers with tips and advice on how to buy a car while avoiding the hassles and pitfalls.