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Degrees
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Certified Master Coach, The Behavioral Coaching Institute
(Xerox) Professional Sales Skill Training
Interpersonal Managing Skills Seminars
Professional Selling Skills Seminars
Integrity Selling Seminars: Complete series with Ron Willingham in Detroit.
Tom Hopkins Seminars: Professional Sales Seminar
Jim Ziegler: One week, in house sales and finance training
Joe Verde: Complete sales, management and phone training
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My Expert Service
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Does anyone really enjoy a visit to a dealership to purchase a vehicle? Probably the only people who don’t liken the car buying experience to a root canal are those newly licensed teenagers with one goal in mind: driving away in the coolest car on the lot their parents can afford. Of course, they’re accompanied by their parents (the ones who would prefer a morning in the dentist’s chair), and their REAL car-buying experience is still a few years away.
The history of auto sales is replete with horror stories of aggressive, high pressure, demeaning, fast talking, lying, “deal making” salespeople deserving of their negative image. Most dealerships are not out to rob their customers, but the ones using outmoded tactics cause the general car-buying public to be fearful of the experience. And, what makes matters worse, many dealerships use confusing and deceptive advertising to draw customers to their lots.
Purchasing a vehicle is one of the few times a consumer must use negotiation skills. Finding a reliable source for learning such skills is the stumbling block. Automotive sections in newspapers, magazines and internet sites dispense much information regarding car care, mechanics and the like, but often do not offer reliable assistance regarding profitable negotiating. Their claims that consumers should be able to demand a price thousands below “dealer cost”, or at the least, below invoice, lead the consumer to wishful, unrealistic thinking. And, a consumer using the forgoing “advise” is automatically set up to leave the dealership disappointed, frustrated, and angry, often without the vehicle of their dreams.
The consumer also reads that built into the invoice price are hidden profits for the dealer. What he isn’t told is that this is a “gray area” and not a given. For the big three domestic makes, Chevrolet, Ford, and Chrysler, the invoice WILL include hold-back, and possibly national and regional co-op advertising charges. Some of these manufacturer “kick backs” are meant to defray dealer expenditures and others are used by the manufacturer to reinforce advertising efforts regionally. These are not necessarily monies the dealer can consider as profit. Foreign makes do not have hold-back, and not all dealers participate in co-op advertising. “Dealer Cash”, which is money that the manufacturer gives to dealers as incentive to advertise at lower prices, thus reducing large inventory volumes through greater sales, is not standard or even common.
With over 20 years experience as a Sales Manager/General Sales Manager for some very large dealerships, and a Professional Trainer of some of the sales people you meet when you visit your neighborhood dealer, I’d like to demystify the whole buying process. I’ll explain strategies, both good and bad, and methods to realistically plan and budget your purchase. By using these purchasing practices, you will get the best, bottom line price from any dealer, on the right vehicle for you.
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Experience & Qualifications
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20+ years in dealership management on both the East and West Coasts.
Creator and principle instructor of a 40+ hour seminar for people wanting a career in sales in todays market.
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Available Modes Of Communication
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email/chat
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Contact
Auto Sales Manager
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