YOU Can Make More Sales and More Money

About two months ago I received a call from a sales consultant who asked me, “Dave, how do I increase my income? I have grown stagnant in sales and need to kick-start some sales action”? We talked about his sales process and then I asked this critical question. “How good are you with the Presentation Drive?” I listened and then asked him to commit to improving his Presentation Drive with my Automotivator sales principles. I talked with him this week, and his sales increased by 4 the first month and 5 last month!!!

So…I ask you, “How good are you with the Presentation Drive?”

For most customers the Presentation during your Demonstration Drive is the deal breaker. If your client doesn’t feel motivated after this experience you probably are sunk… no matter what your price is.

Customers clearly indicate that price is not the only factor in making a decision to buy. The presentation and driving experience counts significantly in the equation. The Positive attitude from salespeople, the excitement created during the drive determines whether the customer is buying from you or not.

Are you up to the job?

• Don’t flip the keys to the vehicle and let your customer drive first. That approach just doesn’t cut in anymore. Drive first. Sell the vehicle from the inside out.


• Present the information as you demonstrate the features you are talking about. A lack of professionalism here and kiss your sale good bye. Put the vehicle through a powerful presentation then…. let your customer drive.


• Always let the female drive first, then the male. You will need her positive attitude to close the sale. But there is more, much more to becoming a power presenter.

(If you are a dealer or sales team leader you should schedule our Back to the New Basics in-house professional development workshop to improve your sales process for this fall. http://mailto:dave@automotivator.com )

Remember this my friends, when prices are same for similar vehicles, when quality is similar, when trade values are similar, wherever showroom they walk-in, the sales consultant who delivers the better buying experience wins the sale. It is all about your sale process.

Have a great selling summer day! Dave