Preface

I wrote this book to fill a huge void. There are libraries full of books on selling theories; polite and pretty words that flow so beautifully from others but failed to bounce to the front of my memory when needed. There were no specific books on how to close car deals! Now there is!What makes me the expert? I’m glad you asked. My bona fides; I have “personally” closed over seventeen thousand car sales! Add to that, probably five thousand that got away, and that adds up to a lot of experience to draw from. Couple that with over 30 years of sixty to eighty hour work weeks, and when you invest this much time and effort in a career as difficult as this one can be, you get damned good! I will freely admit to being damned good!

My time when not actually involved in closing a sale was spent “on my feet” and motivating salespeople (some of my people saw it as riding their asses); I saw it like“herding cats,” and making sure to force my people to be successful so they were rewarded for the hard work.

I tell it as I’ve lived it, and despite your concept of today’s car business, don’t kid yourself; the car business has not evolved any more than the crocodile. They still both exist in their ancient forms and are just as scary as ever!