which lets a salesperson use a process that speeds each sale up while making it more profitable at the same time. A proprietary method creates a customized menu for the buyer that influences their decision to finance along with accessory options tailored to the unit.
He is one of the most sought after Dealership Profitability consultants and trainers in the powersports industry.
During my first year in sales I sold a whopping total of 192 units (cars & motorcycles). After I read quite a few sales books by sales greats such as Joe Girard, Zig Ziglar and Brian Tracy I figured I'd really make some big money. I still didn't break 200 after I'd read all of those books.
Even though I was a dealers kid, I was making the same money as the other salespeople, so I started writing down the reasons why my customers said they wouldn't buy. It all came down to the same four objections every time someone wouldn't buy. It was always because of TIME, MONEY, STALL or PRODUCT . I then broke it down even further, started writing down word tracks, practiced them and my income immediately went up. I was on to something. So I started teaching the other salespeople how to do it.