Whether you are new in the business or want a "back to the basics" refresher, this book will provide you with a complete study guide of all 16 steps of the sale. Every step is explained in detail and includes word tracks to handle objections and closes. Enjoy the benefit of 23 years of experience in one easy to read book. TABLE OF CONTENTS CHAPTER 1-PROMPT AND FRIENDLY GREETING CHAPTER 2-COMMON GROUND AND INFORMATION CHAPTER 3-SELECT A VEHICLE CHAPTER 4-STATIC PRESENTATION CHAPTER 5-DEMONSTRATION RIDE CHAPTER 6-TRIAL CLOSE CHAPTER 7-TRADE APPRAISAL CHAPTER 8-WRITE UP CHAPTER 9-PRESENT THE ORDER CHAPTER 10-THE CLOSE CHAPTER 11-TURNOVER IF NEEDED CHAPTER 12-COMPLETION OF DEAL PAPERWORK CHAPTER 13-INTRODUCTION TO THE BUSINESS OFFICE CHAPTER 14-DELIVERY CHAPTER 15-FOLLOW UP CHAPTER 16-AFTER SALE