Presentation shown to new Mercedes salsman in the late 80s and early 90s. Covers lots of sales tips and techniques to help put the customer in the driver's seat of a new Mercedes.
00:00 Opening, every model of Mercedes for 1986
00:37 Sales Techniques Introduction
02:13 Sales are a classic negotiation
03:06 The classic automobile sales negotiation
03:35 Meet and Greet
07:37 Probing and Qualifying
11:22 Identifying Hot Button Issues
15:55 Presenting the Automobile
20:38 Examples of dealing with Customer Hot Button Issues
26:17 The Demo Drive
32:26 Handling Objections
43:24 The Close
52:45 The Delivery
1:03:10 Conclusion
