Need advice on reading material

Hello everyone!

 I am just starting my career in car sales and I am currently training at my dealership.  My GM recommended this site to help me and I have learned a lot from here.  My question is that I have seen several videos and blogs advising to subscribe to trade magazines to help with current trends and knowledge but no one mentions any of these papers by name.  Which ones do people recommend?  I am a sales consultant but would like to eventually get promoted into a Sales Manager position and eventually to a General Manager.  Also advice on any books that I should go out and pick up to get started.  Thanks for the help.

P.S. I do have prior sales experience just not in the Auto sector.

Matt Luttermoser

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Permalink Reply by Leonard Buchholz on May 8, 2012 at 1:39pm

Here are 5 to get you going.

1. "Customers for Life" by Carl Sewell

2. "Little Red Book of Sales Answers" by Jeffrey Gitomer

3. "Selling 101" Zig Ziglar

4. "Lessons on LIfe" by Jim Rohn

5. "The Old Man and the Sea" by Ernest Hemingway

Permalink Reply by Matthew Luttermoser on May 9, 2012 at 2:43pm

Thanks Mr Buchholz! I will pick up a couple of those books and get started this weekend.  Hemingway is one of my favorite authors and I already own a very worn copy of "The Old Man and the Sea" so I am fine in that regards.  But it never hurts to read some Hemingway again.

Permalink Reply by Mike Stoner on May 10, 2012 at 4:02pm

I have had the experience of reading several life changing books. One that stands out over all the others is a book and author most members have likely never heard of. I know Jeffrey Gitomer, Zig Ziglar and Jim Rohn from Mr. Bucholz reply all know of this author and were influenced by him.


His name is Elmer Wheeler and his biggest selling book "Tested Sentences that Sell" is the largest selling book on sales ever written. He made the best sellers list in a time when that was a major accomplishment.


He gave one speech six thousand times to over two million sales people. One pamphlet he wrote had seven million copies sold.


 Elmer Wheeler influenced and impacted the greats that followed him. People such as J. Douglas Edwards and in our specific niche, Jackie Cooper. I have recordings of all three of these guys. Elmer creates the concept, J. Douglas Edwards quotes Elmer delivering the process, Jackie Cooper describes J. Douglas Edwards as the greatest salesman he ever studied and then quotes J. Douglas quoting Elmer.


 I'd like to recommend everyone read "Tested Sentences That Sell". A copy of the book in pdf format can be had for free at http://www.elmerwheeler.net get while it's still free.

Permalink Reply by James Schaefer on May 11, 2012 at 5:28pm

Mathew,

First- good for you asking for reading material.  The best sales book I have ever read is The Closers by Jim Pickens.  This book is the most powerful book talking about closing sales.  I read it for the first time 17 years ago, and the same principles  applied then apply today.

Good luck.  I look forward to hearing of all of your successes!

Permalink Reply by Marsh Buice on May 13, 2012 at 7:06pm

Matthew, Leonard brought up some great books to get you started and there are many free sites to go to as well. Les Brown, Brian Tracy, Tom Hopkins, Grant Cardone, and AutoSuccess Magazine, as well as this site are all some great starters for you. You can also YouTube many of these names and see short snippets of motivation. Just feed the need, brother. Good luck to you.

Permalink Reply by Thomas Druzynski on May 14, 2012 at 12:27pm

If you are interested in becoming a GM, I would recommend peppering in some Fixed Op's reading also. I have read "The Seven Controllables of Service Department Profitability" by Ron Stoner several times and find something useful each time. Also "The Evolution of Traditional Service Departments" by Terry Carlisle is well worth the read. Again, these are more service related books but wouldn't hurt if you are looking to advance to GM. Finally, "Good to Great" by Jim Collins is a great read.

Permalink Reply by Stan Sher on May 30, 2012 at 3:57am

My advice is to be a member on a few sites.  This is one of the most powerful sites.  Check out Dealer Marketing Magazine, AutoSuccess, and Auto Dealer Monthly.  If you can get your hands on Automotive News that will be great.  Read blogs on here and view videos.  You will pick up ideas quick.  Also, I am starting to work on creating some sales training curriculum to help people in your position all over the world.  I am making it as affordable as possible for sales consultants that want to move up and make a solid career.  Keep in touch and I will keep you posted.

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