LYWCH

Car dealers provide several services to the general public. Typically, car dealers sell, lease and service new and used- cars to the public. To maintain a large customer-base for their service departments, though, dealers have to sell and lease plenty of cars. To sell/lease cars profitability, new- car dealers must hire sales managers and salesmen to assist them. Typically, sales managers come in two “sizes” — aggressive and non-aggressive! Typically, non-aggressive sales managers have smaller sale-teams working for them.
These small sales-teams form into “straight-sell” houses. Aggressive-sales managers, on the other hand, hire very larger sales teams, and train them into “turn-over” houses.
Savvy-buyers buy their quality-used cars from “turn-over” houses for two reasons: they sell many cars, and they sell them for less. The “straight-sell” houses, on the other hand, seem content with building their. customer base, more then taking huge profits. Also, they avoid giving huge discounts on their cars, because the dealer’s owner is satisfied with their sales manager’s selling-performance. Whereas, “turnover” houses concentrate mainly on “taking” huge-profits from all customers. And, when persons like the Smiths enter such “turn-over” dealerships, their sales managers will heavily discount their cars to get them, off the used-car lot. In other words, sales managers working in “turn-over” houses train their sales teams to sell cars, first, and then count their commissions, later.
With this “simple” picture of car dealers, completed, Andy explained the ten selling steps sales managers and their car salesmen imagine themselves taking when selling cars to the public. By envisioning these ten-selling steps, buyers can better “picture” themselves inside the car salesmen’s imaginary car-selling sequence. Once you “envision” these ten-selling steps, in your head, car buying becomes as easy as walking down a flight of stairs.