Schaaf Michael Z (8 results)

Condition: New.

PAP. Condition: New. New Book. Shipped from UK. Established seller since 2000.

Condition: As New. Unread book in perfect condition.

PAP. Condition: New. New Book. Shipped from UK. Established seller since 2000.

Condition: New.

Condition: As New. Unread book in perfect condition.

Paperback. Condition: new. Paperback. The old-school "car salesman" is an endangered species. Today's buyers are hyper-informed, armed with data, and deeply skeptical. If you're still using 1990s pressure tactics, you're not just losing deals-you're losing gross.Holding Gross is the definitive, field-tested blueprint for the modern automotive professional. This isn't a collection of tired cliches; it's a masterclass in the psychology of the pre-owned market. You will learn how to pivot from being a "closer" to a Transportation Consultant, earning the trust of the most guarded customers before they ever step into the showroom.From mastering the high-conversion Meet and Greet to dominating the back-end F&I menu, this manual provides the exact word tracks and psychological frameworks needed to: Highlight Invisible Value: Learn to justify your asking price by selling the reconditioning, not just the metal.Defuse Objections: Handle the "Price is too high" and "I need to think about it" roadblocks with surgical precision.Unlock F&I Profit: Seed the value of VSCs and GAP insurance early on the lot to maximize your back-end commissions.Whether you're a "green pea" looking for a foundation or a seasoned pro ready to revitalize your numbers, this book is your roadmap to the top of the board. Stop settling for minis. It's time to start holding gross. This item is printed on demand. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. …

Paperback. Condition: new. Paperback. The old-school "car salesman" is an endangered species. Today's buyers are hyper-informed, armed with data, and deeply skeptical. If you're still using 1990s pressure tactics, you're not just losing deals-you're losing gross.Holding Gross is the definitive, field-tested blueprint for the modern automotive professional. This isn't a collection of tired cliches; it's a masterclass in the psychology of the pre-owned market. You will learn how to pivot from being a "closer" to a Transportation Consultant, earning the trust of the most guarded customers before they ever step into the showroom.From mastering the high-conversion Meet and Greet to dominating the back-end F&I menu, this manual provides the exact word tracks and psychological frameworks needed to: Highlight Invisible Value: Learn to justify your asking price by selling the reconditioning, not just the metal.Defuse Objections: Handle the "Price is too high" and "I need to think about it" roadblocks with surgical precision.Unlock F&I Profit: Seed the value of VSCs and GAP insurance early on the lot to maximize your back-end commissions.Whether you're a "green pea" looking for a foundation or a seasoned pro ready to revitalize your numbers, this book is your roadmap to the top of the board. Stop settling for minis. It's time to start holding gross. This item is printed on demand. Shipping may be from our UK warehouse or from our Australian or US warehouses, depending on stock availability. …