By Scott Wain

Regardless of industry, if you are in a sales position, your job description is to sell. Obviously the day to day duties may differ from one to the next. Whether you are an outside sales rep in the construction business or an automotive sales person in a showroom, at the end of the day it's your job to maintain and attract new business.

Most sales people have a certain degree of training before they are live in the field. One of the most important aspects would be the "sales process" itself. Depending on the industry you are in or the company you work for will determine the specifics of "your" sales process. For the most part, it is universally accepted that there are 5 steps to the sale. They are as follows: Initial meeting or introduction, the interview, presentation, demonstration of product or service, and price presentation or negotiation. Each of the stages should have their own individual training. The more training and experience you have in executing each step to the sale the better your results will be.

Are you able to apply the training and completely understand each of the stages and how to effectively move through them? If any of the steps to sale are missed you have limited the likelihood of closing the deal. Now, you may end up signing a deal at some point, but chances are it won't happen until you have successfully accomplished each step of the process.

With your experience you are now at the point of moving throughout the entire sales process with no real obstacles. However, some common mistakes made throughout the sale can affect your results without even realizing. The affected results could be for example: volume, gross profit and even customer satisfaction. The following oversight can regularly occur without the knowledge of how to prevent it.

The laws of reciprocation are evident in each and every aspect of our lives without the comprehension of it happening. When someone gives us something, we are more likely to look for something to give back in return. This naturally happens without any conscious effort. This is one of those intrinsic feelings we have all experienced regularly all the way through our lives. Unfortunately for a sales person reciprocation can harm our results. This law can also help us when used tactfully.

You're probably thinking, "When can the law of reciprocation actually spoil the chance of a sale?" Since we naturally want to give something in return for something we have received, a sales person finds it logical to use this practice. Keep in mind this is usually a subconscious thought. While you are attempting to close the deal you begin to suggest your price flexibility or extra services you can offer in exchange for a deal. It's too early for this.

For example: A customer says to the sales person "It looks good, I'm just not sure" Sales person: "Well, Mr. Jones, if I could include installation at no charge would that help your decision?" Sounds good doesn't it? It's not too bad. However, why are you offering some sort of discount or savings when your potential client hasn't yet made a decision to buy or not? Make sure you're not giving up ground to overcome an objection.

Work on addressing and isolating the objection instead of reducing your price to eliminate it. The time to ask that question would be if the "installation cost" was the specific objection. Customer: "Well, it looks good, I'm just not sure" Sales person: "What is it specifically that you're not sure about?" (Isolate objection) Customer: "That installation price seems pretty steep" Sales person: "I understand. Can I ask you, if there was a way I could help you out with that, would we have a deal?" (Addressing objection) Notice the "help you out with that" could mean anything. It could be blending the installation cost over the term, payable in 30 days or if you need to, reduced installation cost. The point is, you haven't given anything up or lost any ground. Chances are you could find an agreement without even giving an actual monetary concession. So now your customer says: "if there was a way I didn't have to pay that installation up front I'd make a deal." Now you've made your deal and your customer is happy because you've been flexible.

Be careful of offering concessions when they are not required. We too often have the urge to "better" the deal before we even have a deal. Keep all your ammo for when you really need it. Don't empty your barrel into thin air before you've crossed enemy lines. Once you're finally there and you've used all your ammo, you're dead in the water. If you tactically maneuvered across your enemy lines then you'll be fully loaded and ready to fire! If you save all your possible concessions for the actual negotiation you'll be surprised of how little you actually need to give up to close the sale.

By Deepesh Rathore

Visualise this. Amitabh Bachchan, playing a simpleton, just retired from service, walks past a car showroom with his wife when he stops to admire one of the cars parked outside. He knows that he cannot afford it, but hey, there are no costs for admiring a car. An eager, friendly, car salesman coaxes him to take a test-drive, which Amitabh is not very keen to do as he knows - and I have already told you so - that he cannot afford the car. But, being a human being and persuaded very convincingly by the car salesman, he reluctantly agrees to take a test drive. Test drive over, the unrelenting salesman again tries to sell him the car through attractive finance schemes. Our simpleton Amitabh is apologetic as he cannot afford the car, really, and I don't doubt him, as even my retired government official dad cannot afford a Rs 15-lakh car. Now this is where things go nasty. The cheerful Dr. Jekyll of a salesman suddenly turns into Mr. Hyde and starts uttering profanities against Amitabh. Not stopping at this, he then proceeds to slap and shove the old man around.

Holy cow! Pause. Rewind. Replay. Now that was a Ford India showroom and the car was a Mondeo.

Now you know why the Accord sells so much and the Mondeo finds it tough reaching double-digit sales. "They beat up people at Ford India dealerships," not a statement that I ratify, but precisely the unfortunate message that came out of this movie sequence. The movie in question was Baghban, which was released a few years back and was a moderate success.

On a serious note, my friends in Maraimalai Nagar in Chengalpattu down south wouldn't even have noticed the movie, and even if they had seen it and felt infuriated, they could hardly have done anything about the issue. For, when once a movie with such a thoughtless sequence is released, the damage is already done and there is no point in raking the issue. Actually, raking the issue is just snowballing it into a controversy and getting the movie more eyeballs and ensuring more damage to the product. Most often the long reaction time of the judiciary to take up such issues will see to it that major damage has already been done to your company's repute even before the court can decide on stopping the screening or making necessary changes to the movie. Anyways, it is difficult to raise any objections against a movie on grounds of misrepresentation of products or a company and be taken seriously.

Ironically, I have a feeling that the director didn't even think twice before going ahead with the sequence. Ford India can take comfort in the fact that they are not the only victims of this Bollywood automotive ignorance. Most of us will remember the 'Road' sequence where a Tata truck catches up with a Tata Safari.

That's why they sell more trucks than Safaris.

I guess they would have accelerated the Safari Petrol programme after the sequence in Road came out. Such apathy towards, otherwise sound vehicles, has been common in Bollywood movies with numerous sequences of dogs, monkeys, horses, hero-on-a-cycle, hero-on-a-tonga, hero-on-a-bullock-cart and even hero-barefoot chasing sleek, fast cars and catching them, much to the horror of automobile marketing executives across the country.

By Tim R Beachum

I almost crapped my pants when I found out that I was paying more in car insurance simply because of my occupation. Before you get all up in the air you may be in the lucky group of people that pay less for car insurance. When I first discovered this information I was flabbergasted to say the least.

I researched my information by reviewing the results of the Comparison Market's 2006 Occupation Report. This report stated that your occupation can greatly impact your car insurance premium. Hold on to your seats because I haven't even began to scratch the surface.

The Comparison Market also stated as an example that scientists, pilots, actors and a host of others pay the lowest insurance rates at an average of $935.76 per year. On the flip side of the coin we have job occupations such as attorneys, lawyers, judges, executives and business owners pay the highest insurance rates at an average of $1,383.63 per year.

That news made no since to me what-so-ever, but I had to get to the bottom of this. Mr. Roush, CEO of Comparison Market stated that attorneys, lawyers, judges etc... have extremely stressful jobs, which require them to spend more time in their cars and talk more frequently on their cell phones than the average driver.

Ok now we are getting somewhere. It's all starting to make a little since to me. Now for the other group that I spoke of earlier, i.e. the scientist, pilots, actors and so forth. Their occupations are viewed as being very meticulous and detailed-oriented, which the powers that be feel lead to good driving habits.

For those of you in the know you already realize that receiving discounts on auto insurance is not a new concept. For years major insurance companies have been giving discounts to members of affinity groups, i.e. AARP, AAA, alumni groups and other associations.

Below I have listed the top 10 occupation that pay the least amount in premiums. Unfortunately I do not fall in this top 10 list.

1. Scientist

2. Retired individuals

3. Unemployed (I guess because they cannot afford gas... Just kidding)

4. Pilots and or Navigators

5. Disabled

6. Actor, Performers, and other types of Artist

7. Librarian/Historian

8. Farmer

9. Student

10. Public Official

Here is another little piece of irony for you. Number twelve on the lowest car insurance premium list was a bartender. That totally blew me away.

For more insider trade secrets, or to get your free car insurance quote, check out http://www.a1carinfo.com

By Chris A

A lot of Toyota fans and motorists have been attentive for any buzz regarding the Toyota Highlander since this new car from the Japanese colossal car company has unmasked it and Highlander mid-sized sport utility vehicle last February.

So, "what is so unique about this mid-sized SUV?" might be on every driver's mind. As stated by automotive operations and TMS senior vice president, Don Osmond, this car model, anchors one of the industry's only three-vehicle, mid- sized SUV line ups along with the 4Runner and the FJ Cruiser. He also noted that the Highlander which is now larger and markedly roomier than the preceding release, is a key constituent in the industry's only three vehicle hybrid strategy. Though it boasts of added power, the new model has not altered its fuel efficiency. Described as a near perfect execution of the most modern in auto parts engineering, this car will be quieter, sharper, resulting to enhanced adaptability and ride comfort.

This vehicle comes with the normal package of the most modern safety auto parts and accessories which is very much fitting for today's industry where safety is a much mulled over feature. It comes with seven airbags, one of which is for the driver's knees. It is also equipped with roll- sensing curtain airbags for the passenger seats. Other features include brake assist, electronic brake force distribution, traction control, anti lock breaks and enhanced vehicle stability control. The car also is manufactured with electronic steering.

The Recent Look

Designed by Calty Design Research in Newport Beach California, the all-new Highlander displays might in every angle without losing the sharp look. Looking all steady and muscular, this vehicle is accented with clean crisp lines a blend of which results in a compelling, vibrant and modern personality. The new Highlander rides on a chassis that is derived from the current Camry and Avalon, but it is four inches longer and three inches wider. It totally boasts of being cumbersome with an added inch of ground clearance and about three inches of added wheel base. A nineteen inch alloy wheel will also come on both Limited and Sport gas and hybrid models.

The dimension of the vehicle can be summarized below:

Overall Length: 188.4

Overall Width: 75.2

Overall Height: 69.3

Wheelbase: 109.8

Ground Clearance: Gas 8.1 / Hybrid 7.3

Seating Capacity: 5 or 7 passengers

Wheels: 17- or 19-inch wheels

The Newest in Vehicle Telematics

Looking at the outside of the Highlander is just a preview of why this car is in every motorist's wishlist. What makes a immense difference is the interior which is not just designed to near perfection but, jam-packed with the latest in vehicle telematics as well. Dimension is something this car has as one can see from its spacious and open passenger compartment. The seating arrangement is also very flexible. The second row seats feature captain's chairs with arm rests that can be turned in to a bench seat for three passengers when needed. A secreted compartment in the front seat keeps a Center Stow seat that can seat extra when in use. The second row seats also slide about 4.7 inches back and front and can recline. The third row seats boasts of foldable head rests for a level rear cargo area that's easily open via a rear glass hatch.

Apart from the base models, all other models are afforded with a stand alone back-up camera with a multi- information screen, yet untied to a navigation system. Optional items also include power backdoor controlled with a key fob, a navigation system with an eight inch screen and a rear seat entertainment system with nine inch screens. Three- zone air conditioning is provided in the models as well as blue tooth speakers, leather seat trims with heating systems, third row delete options, JBL audio with six-disc changer player and a class leading 5000-lbs. maximum towing capacity.

Under the Hood: Unbridled Performance and Power

Cars for most experts are made by what is under the hood. That is their heart and it is by what is under their hoods that they are set apart from each other. The Highlander on this aspect does not sacrifice anything at all.

On the outside, the vehicle is the first Toyota Division vehicle that features the new hood and fender system that is devised to crumple on impact with a pedestrian. Going inside the hood, the Highlander is a wower with its 3.5 liter V6 engine that brings 270 horsepower. Aside from this, the new Toyota Highlander will feature the manufacturer's VDIM stability system. This system puts together full time four- wheel drive with intelligence, electronic brake and throttle control, and true electronically-controlled active steering.

For the hybrids, it has an advanced Hybrid Synergy Drive that is optimized for both power and economy. Driving on the city this vehicle has a fuel economy of 31 and 27 on the highway.

Enthusiasts and would be buyers need not be impatient for this coming dream car. Aside from being the top in its class, Toyota, like usual offers the top support when it comes to their new models when it comes to aftermarket car parts and accessories. This being one of their most admired points, the Highlander will have an arrayed support of auto parts and car parts that will take the knots of doubt from even the most choosy buyer.

By Matthew Keegan

I have been enjoying reading the news these past few days, perhaps in a perverse sort of way. Pundits and prognosticators are all forecasting the pending doom of the world's largest automaker as if the approaching layoffs and restructuring are signaling the venerable automaker's end. Certainly, GM has some problems - big ones - but the company isn't likely to go away or even file for bankruptcy. The news isn't all that it seems to be on this subject either...GM will survive and likely thrive in the decades ahead.

Okay, I am not crazy. Could GM go away? Of course, as could any poorly managed company. Yes, executives are overpaid and so are union workers. There...I said it. GM has been taking it on the chin from Asian automakers for three decades now and their U.S. market share continues to dwindle. Still, it isn't doomsday for the general. Far from it. Here are some things that I believe GM is attempting to do to as they restructure.

Reduced Legacy Costs - GM won an important battle with its unions to force workers and retirees to pony up more money for their share of rising healthcare costs. Before you cry "foul" most Americans are paying heavily for their health insurance, while most autoworkers pay little or nothing. Reportedly, GM's legacy costs add $1500 to the price of every vehicle. Hardly a way for any company to compete, right?

Divisional Trimming - GM axed Oldsmobile and is, supposedly, looking at whether Pontiac or Buick should go next. Saturn looks safe, primarily because of the division's excellent dealer network while Chevrolet is the household name for so many car owners and is, therefore, untouchable. Cadillac is once again doing well and is competing effectively against Mercedes, BMW, Lexus, and Infiniti. Cadillac easily outsells rival Lincoln more than 2 to 1.

Captive Imports - I mentioned in a related article that China's Chery Automotive Company will be importing a line of vehicles to the US commencing in Summer 2007. With a starting price as low as $6995, there is no way that GM can compete with them. Neither can Ford, Toyota, Honda, or Nissan for that matter. So, what is the option? Import one or two ultra low priced lines of cars from Korea via the company's Daewoo division. Currently, the $9995 Chevy Aveo is the low price king in the US. This Daewoo built model is being overhauled and the new model should arrive in the US in about one year. Expect the price to drop as GM prepares for Chery's onslaught. Expect GM to pressure their unions for further give backs as American highways are soon flooded with cheap Chinese imports.

Operational Spread -- The US auto market is the most lucrative in the world. Expect GM to strengthen luxury brands including Cadillac and Hummer as many of these vehicles bring in profits of ten thousand dollars or more per vehicle. Gas prices are coming down and America's thirst for profitable trucks and SUVs has hardly been quenched. Still, look for GM to do a few hybrids, add some more diesels, and continue researching hydrogen production.

Union members should be alarmed by all these looming changes. Cutbacks will happen but they will only be wider and deeper if union opposition remains so strong. Yes, the unions could kill off the general, but that would be suicide for the workers. Better to pick whatever battles you can win and hope for the best.

The general isn't dead and it hardly is dying despite everything you read and hear [personally, I believe GM is beating the "we're getting clobbered" drum to squeeze out more give backs from the unions]. Globalism is changing the way business is done and it would do all of us good to wake up to that fact...like it or not.

By Pete Ridgard

I have recently been forced to search for a new car, which I personally don't consider to be the most exciting thing in the world. It is an expensive, frustrating and largely unpleasant process in my personal experience. I found myself having to consider buying a new car after the recent bout of very bad weather lead me to plant my car in a ditch. When the car was removed from the ditch it wouldn't start again, so long story short, I am looking for a new one.

The first model that sprung to mind was a Used Audi A4, as I really do enjoy driving executive saloons and I feel that they make the best possible impression on any business clients I may see. The only question was if there was going to be a suitable model in my budget. Thankfully I needn't have worried.

I expected the prices on used prestige cars to be frankly astronomic, but the reality was quite the opposite. My choice wasn't just limited to Audi cars either; a whole range of BMW, Mercedes-Benz and Lexus models were also widely available at really affordable prices.

I was reliably informed by an Automotive insider that the reason cars like Used Audi models are so much more affordable in the second hand market is largely due to vehicle depreciation. As prestige cars have an element of exclusivity to them, the potential owners usually want to buy them first hand. This means that the dealers have to drop the prices to ensure they can sell them.

By Jenny Louise Jones

Volvo is heading east to China after owner Ford announced that Geely won pole position in buying the struggling manufacturer.

Ford said that despite some work yet to do, the deal is likely to be finalised in the spring. Now the green light has been given, the future of Volvo and the launch of promising upcoming models such as the S60 should 'fingers crossed' be secure.

Following the well executed sale of Jaguar, Land Rover and Aston Martin, Volvo is the last of Ford's Premier Automotive Group brands to move on. Despite the sad move across the world, the sale to Geely will give them a vital foothold in the European market and while some believe china at only good at inventing chopsticks and fireworks, the move will greatly benefit the Chinese firm as Volvo's research and development expertise and engineering skills will be a huge advantage, as its main interests are in improved quality and safety. In their defence the Chinese are already renowned for their safety in cars, therefore for Volvo to move over; it's a very wise move and i have no doubt that this will be a positive and successful transition, moving Volvo forward to hopefully drive sales and generate a generous return on investment, after years of wallowing in a floundering business.

Geely is the largest privately owned car company in China, and has grown at an astonishing rate since making its first passenger car in August 1998, following this success, In 1999 it built a further 2,000 vehicles and in 2009 production hit an impressive 300,000. With statistics boasting such soaring numbers it's only a matter of time before Geely cracks the European market with the revived brand. Only time can tell and until then and while knowing Volvo is safe, fellow Swedish firm Saab is still waiting to be thrown a lifeline following General Motors plans to wind down the company.

By Barb Miller

While politicians argue about how to solve America's energy problems, the ethanol industry is actually developing new technologies to help reduce our dangerous dependence on foreign oil.

For example, the Irvine, California-based company BlueFire Ethanol will soon be producing fuel from cellulosic material such as wood chips, non-recyclable paper, construction debris, grass clippings and other "green" municipal waste. This is waste that would otherwise end up in landfills, causing harm to the environment by breaking down into methane, a potent greenhouse gas.

A recent editorial in the forward-looking Daily Breeze (based in Los Angeles County, which has granted the permit for BlueFire to build its new $30 million facility) says: "Californians are fed up with high fuel prices, but some relief may finally be in sight. The ethanol industry is revving up to boost the supply of its renewable fuel in Los Angeles County. And the technology has advanced to the point that there are really few downsides to moving forward." In addition to Los Angeles County, BlueFire chief executive officer Arnold Klann said he hopes to build plants in other locations in Southern California, possibly the L.A. basin. The editorial also says "Increasing ethanol production here could also lead to an expanded market for flex-fueled vehicles in the L.A. area. E85 services stations could spring up to meet a growing demand by drivers."

This isn't "California Dreamin." It's real progress, real innovators, real Americans creating energy, creating jobs and leading the way as a critical part of a real energy solution.

The renewable fuels industry is dedicated to continued leadership in innovation. Will our national leaders follow?

By Deepesh Rathore

Automotive reporting done by daily newspapers seems to be getting absurder by the day. Most of our reporting relies on 'getting a byte from some senior executive' and then 'weaving a tall tale around it'. There is very little research, no understanding about the functioning of the industry and simply no respect for facts. One of the leading business dailies today reports on Maruti-Suzuki bringing in the SX4 sedan. Nothing wrong in that and the piece seems to be well written till I reach the following paragraph:

"MUL has also brought in its fourth platform with the introduction of the 1.6 litre SX4 sedan, which is pitted against the Honda City, Hyundai Verna, General Motors's Optra and Ford Motor's Escort. This platform will be the base to introduce all MUL's new bigger cars."

WTF???

Isn't the SX4 Maruti's fifth platform? And Ford Escort? That died about a decade back. A tired, overworked writer or one too lazy to check facts?

It gets better further down the story. The writer further claims: MUL currently has three platforms. One is used to manufacture the M- 800 and Swift. The Esteem is manufactured from the second platform, and the Alto, WagonR and Zen Estilo, are manufactured from the third.

Manufacturing the micro-sized 800 (of early 80s vintage) and the sub-compact sized Swift (circa 2005) from the same platform is quite an engineering feat for the writer!

The case seems to be a quote by Maruti's MD, Jagdish Khattar, being lost in translation. What he meant:

All future models will be based on our three existing platforms, as in the Alto platform, the Swift platform and the SX4 platform. The 800 platform and the Esteem-Versa platform are old ones and will die their natural death.

Yet another business daily reported: The new SX4 sedan is the third platform added to the stable of Maruti, with one for cars like for Alto and Zen Estillo and WagonR, and another for Swift.

Ummm, you missed the other models.

By Pete J Ridgard

The average sales rep or executive will tell you that one of the most important factors of their careers is to make a good impression. This can be referred to the suit you're wearing, the way you have your hair cut, but more than ever, the car you drive. The executive car has got to look the part, as well as being a great endurance machine with reliability as a paramount concern. These days the recession has put pressure on businesses to cut back on all their budgets, so wildly expensive company cars are not part of a viable business model. So what company car do you choose when you need style, performance, reliability, but at a price tag that won't leave your balance sheet looking rather blank? Consider the Volvo S80.

The Volvo S80 definitely ticks the aesthetic boxes. The model I tested came in silver and its sleek lines made it look like the kind of vehicle The Silver Surfer would drive if he gave up superpowers and decided to get a job as a Senior Executive at a Blue-chip company. It was also an immensely pleasurable place to sit; the plush surroundings and impressive dashboard gives the impression of class and quality that belie the modest price-tag.

The Volvo S80 I tried, the 2.0 Litre Petrol version, was an extremely pleasurable drive. The four cylinder engine makes the right sounds when you push it and gets the power down on to the tarmac, but remains a very calm and smooth ride. In demographic terms, this is perfect for the target market; executives.

Volvo have an unrivalled reputation for safety and reliability, which must surely be a major plus point when considering the Volvo S80 as a company car. It combines the ability to make a great visual impression, whilst maintaining the kind of grace and dignity in performance terms to give you a very pleasurable drive.