Learning from My Assassins
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I raised my kids to be CIA Assassins (great benefits) but, to my frustration the two oldest gravitated toward account sales. The oldest graduated first in her class from AT&T Sales Training in Atlanta, Ga and the other is currently in the Summit Training program at IBM. So far, he achieved one "Top Gun" award and I expect he will receive more. This great training, combined with my CIA Assassin training, means we may have a hard time finding the body of the number two guy.
I am following along on their reading assignments looking for anything I can steal and bring to automotive sales. So far I have two books that I found enlightening on the direction automotive sales needs to go:
Amazon.com Review
We're constantly negotiating in our lives, whether it's convincing the kids to do their homework or settling million-dollar lawsuits. For those who need help winning these battles, Roger Fisher has developed a simple and straightforward five-step system for how to behave in negotiations. Narrated soothingly by NPR announcer Bob Edwards, Fisher adds the meaty portions of the material with a sense of playfulness. The blend of voices makes this tape easy to listen to, especially the real-life negotiating scenarios, in which negotiating examples are given. This is a must-have tape for every businessperson's car. (Running time: one hour, one cassette) --Sharon Griggins --This text refers to an out of print or unavailable edition of this title.
Unlock the power of great questions
What do you think most engages a prospective client, or makes a lasting impression on someone you've just met? The popular belief is that we win business by being clever and quick on our feet, and that our brilliance—saying just the right thing—is what attracts others. But as Power Questions compellingly demonstrates, knowing the right question to ask is actually far more important than having a ready answer.
If you are going to be a professional - become a student of the process and invest in your skill set. The business is changing and you are going to be the determining factor on which direction this goes.
By the way, the youngest loves puppies so I probably failed there also. I blame their mother.
