Burn Your Car Sales Training Manual & Read These 5 Sales Books Instead • AutoRaptor

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5 sales books that will outperform your auto sales training manual and improve sales

There’s a particular insight about experienced salespeople that you don’t often find in other types of employees. they know how to listen, when to ask the right questions, and build a level of trust in no time. Those who perform at high levels did not get there by accident; it is about experience, practice and study. But much of what they learned came from sources other than the typical auto sales training manual.

When you bring new salespeople to your dealership, the training process is extremely important to your future success. the more dynamic their training, the better prepared these newcomers will be.

You are reading: Best books for car salesman

It is wise to keep in mind that learning to sell is a process of independent study and experience. therefore, you need to introduce your sales reps to educational sources outside of what you already offer. Sure, your auto sales training manual will be important in learning about the features, benefits, and perks of your products, but learning how to close deals is a whole other skill set.

Fortunately, there are many sources of research to learn how to be a better salesperson. In this post, we’ve included the top five books that will make a lasting impression on your sales team.

These books are staples for industry leaders and have been in print for decades. these books have laid the groundwork for self-development literature; the principles remain as true today as the day they were written. In addition, they will provide context and understanding for the modern marketers of the future.

five books to take your sales training to the next level

think and grow rich, napoleon hill

Published in 1937, this book helped create America’s self-help literature revolution. it has sold over 70 million copies worldwide and still finds a place on the desks and shelves of entrepreneurs today. Although this book covers the topic of “becoming successful” extensively, there are a few points within the text that we find useful for marketers:

develop the desire to succeed and grow.
goal setting, organization and action skills.
using “specialized knowledge” from personal experiences.

secrets to close the sale, zig ziglar

for books specifically about salesmanship, there is no second to zig ziglar’s best-selling work. This book will help your sales team understand the psychology of selling while providing detailed examples of closing techniques throughout. the amount of detail that ziglar includes in his techniques always surpasses a flimsy car sales training manual published by himself. we found the following key points especially useful:

the approach of creating an effective dialogue with the prospect.
over 700 sample questions to keep your prospect interested.
understand buying and selling as emotional experiences.

how i went from failure to sales success, frank bettger

Although this book is not as well known as the two mentioned above, it has inspired many. The most notable is Dale Carnegie, who was so impressed with Bettger’s personal history that he wrote the book’s foreword. Carnegie also wrote the testimonial on the cover, “the most helpful and inspiring book on salesmanship I have ever read.” This small volume describes simple and effective formulas for selling while providing first-hand experiences of how they can be applied. Here’s what this book offers that your typical auto sales training manual doesn’t:

a comprehensive chapter on six ways to earn your customer’s trust.
personal anecdotes about how sales formulas work.
focus on bouncing back from failure with persistence.

how to get your point across in 30 seconds or less, milo o. frank

Simple, clear communication is a skill all salespeople need to learn. This book is centered around the idea that you can grab attention, hold interest, and get your point across in 30 seconds. it’s taking brevity and quick thinking to a higher level. all those features and benefits outlined in your auto sales training manual? you’ll learn to communicate those benefits to your customers faster. Many sales presentations fail because of lengthy speech, irrelevant personal anecdotes, and clumsy organization of thoughts. this is why we chose this book:

trains salespeople to speak effectively and listen to their customers’ problems.
attaches importance to the optimization of the sales process.
teaches how to “grab” attention with impactful questions.

how to win friends and influence people, dale carnegie

Similar to the spirit and enormous popularity of Think and Grow Rich, this book is a cornerstone of the personal development literature. published in 1936, it has continued to influence writers and teachers on the subject, in today’s terms, of networking. The book also focuses on effective speaking, leadership among friends and colleagues, and gaining acceptance from others. As a salesperson, learning and understanding these basic interpersonal skills is of the utmost importance. some highlights that are useful for a car sales atmosphere:

a section of the book titled “12 ways to win people to your way of thinking”.
simplifies the principles of psychology in simple terms and relative application.
step-by-step guides to dealing with rejection, resistance, and argument.

Okay, don’t burn your car sales training manual, but acknowledge the shortcomings

In all seriousness, your training manual is one of the most important tools your sales team has. covers all the bases to immerse yourself in the business, its products and much more. The five books we’ve included will add to your training with a specific focus on making sales. We’ve included these timeless books because they remain relevant and have influenced the sales-focused educational resources that exist today.

If there are any books you’d add to this list, please let us know in the comments below. Let’s keep this list growing!

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Burn Your Car Sales Training Manual & Read These 5 Sales Books Instead • AutoRaptor

5 sales books that will outperform your auto sales training manual and improve sales

five books to take your sales training to the next level

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