The Car Trade - Revisited

The Podcast for car sales people, who want to reminisce, sit back and listen to some interesting and at times, amusing stories from an old "Car-ie". Written and hosted by Gordon McLeish, a fifty years veteran of the trade we all love. This podcast will cover the car trade from the sixties, up until more recent times. Plus, we'll add some of the car trades characters, the myths and legends along the way. Episode 1 will explain where it all started for me and how, like many of us, we fell, or just stumbled into........."The Trade"

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The Car Trade - Revisited

5: The Patto's Sales Divisions

September 29, 2022 • Gordon • Season 1 • Episode 5

Times were definitely changing and we all had to change our sales process.

One of those “new” sales techniques and processes was called

The Road to a Sale.

This was also referred to in the USA as the playbook.

They would say “we should consider ourselves a Team and we need a playbook to go by.

It consists of a series of steps you needed to take to end up with a sale.

In my next episode, I’ll do a separate Podcast to cover them in more depth and detail but here is a broad brush stroke of the steps.

Step 1

Meet and Greet

Step 2

Fact Finding

Step 3

Select a Vehicle

Step 4

Presentation and Demo

Step 5

Trial Close

Step 6

Trade in Evaluation and Trade in Walk Around.

Step 7

The Write Up

Step 8

Negotiate and Close

Step 9

Proper Double Close

Step 10

Delivery

Website: https://www.gordonmcleish.com/