Retail Automobile Sales: The Professional’s 1-Day Workshop (audio)

This dynamic workshop has received accolades from thousands of auto industry professionals throughout the U. S. who already have attended.


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These are the topics covered in this audio program and the included workbook*:

Rapport Building Skills

  • How to make an empowering first impression
  • Which questions help customers relax and which ones make them defensive
  • How to comfortably help customers to open up
  • How to make determining our customer’s needs a bridge to rapport
  • How to establish profound common ground with each customer
  • How to use active listening skills to help customers feel valued and understood
  • How to pace customer needs or behaviors
  • How to lead customers in a non-confrontational way
  • When to use humor, how to use humor, and which types of humor never to use
  • How to identify and sell to customer temperaments or behavioral styles
  • How to identify the customer’s preferred communication style (NLP)
  • How to communicate in a way that makes it easier for customers to believe us
  • Advanced interpersonal communication skills like; agreement framing, pattern interrupts, embedded commands, psych shifting, positive connecting words, etc.

Overcoming Objections and Closing Skills

    • What objections truly are
    • The major differences between objections “on the lot” and “in the close”
    • The Bypass Technique
    • How to avoid even getting the most common objections
    • Why we need at least five different ways to handle each common objection
    • How to setup and use fall back positions
    • Over 100 current, and effective objection and closing strategies
    • How to create urgency in today’s market
    • How to gain a “today commitment” without using price as the trigger
    • How to build and retain gross profit
    • Quick and easy ways to memorize word tracks

State Management Skills

    • How to target high payoff activities
    • How to devote the majority of personal resources to the present
    • How to use the law of cause and effect to cultivate success
    • How to control and sustain focus
    • How to establish and unconsciously use empowering self-talk
    • How to take advantage of the physiological and psychological link
    • How to establish daily work plans
    • How to use emotional anchors
    • How to employ simple health and fitness routines that work
    • Why regular “quiet time” is essential to success
    • How to identify and internalize a life’s priorities list
    • Goal setting techniques that get results
    • How to use visualizations and affirmations to mold self images
    • The importance of continual education to success


  • How to build a successful business within a business
  • How to develop a loyal repeat & referral customer base
  • Long term marketing strategies
  • The four steps all adults must go through to acquire any new skill or habit
  • How to identify learning styles and ways to accelerate individual learning
  • How to make daily role playing at the dealership effective and fun


* The workbook to this event is updated approximately every fourteen months, therefore, the page numbers referred to in the audio program may not correspond to the workbook included.