REVIEWS

Take a look at what industry experts are saying . . .

"Jack Bennett's regular feature column in DEALER magazine, "Green Pea Diary," which is based on this book, is one of our most responded-to columns. You Can and Should Sell Cars is a comprehensive guide to the road to the sale and should be required reading for any aspiring salesperson. As a training tool for management, there is no better way to get new hires off on the right foot. For experienced salespeople, it can move them from mediocre to outstanding."

Michael Roscoe, Publisher & editor, DEALER magazine

"A step-by-step approach to working out a car deal from start to finish, presented in a conversational style by a salesman who has succeeded. Useful for new salespeople and anyone who wants to understand how a car is sold.

It is almost like running through a sales flow chart."

Automotive News, an automobile industry publication

"I have read a lot of books on selling and there have only been a few written especially on selling automobiles. This is the best book I have read on how to sell automobiles."

Rick Case, President of Rick Case Enterprises, Inc.

as reviewed by Autoweek magazine

Sometimes you come across a book title which sparks your imagination enough to want to read it on that basis alone. Now if you're thinking we're going to be reviewing Madonna's new book, Sex, you're wrong--but you get the idea. If the subject of cars is something that always seems to get you excited, somebody's probably told you at one time or another, "You should sell cars." And while you may have answered them with, "Yeah, I know," or even seriously entertained the idea, the stumbling block is finding out enough about the business to see if you should pursue it further. You Can And Should Sell Cars does just that, and as the title flat-out says, not equally confident subtitle: "It's As Easy As Picking Money Off a Tree." While we wouldn't go that far, we must admit author Jack Bennett builds a strong case based on his formula that selling cars is 90 percent attitude and 10 percent ability, and backs it all up by a highly detailed, step-by-step approach to the entire selling process. Unlike those "infomercials" --where a high-powered psyche job by a supposed rags-to-riches millionaire helps peddle "can't-miss" secrets -- Bennett's pitch is far more reasonable. Hard work on some sales fundamentals should net you at least $40,000 to $60,000 a year, more depending on how well you apply yourself. In fact, he consistently takes exception to high-powered sales-success-seminar gimmicks, and never comes off as preaching from the superstar's pulpit. Bennett admits his years of success in car sales haven't put him in the Guinness Book of World Records, but have helped him enjoy his current position as sales education director for the Automobile Dealers Association of Mega Milwaukee (ADAMM). What's interesting is that, though the book has become mandatory reading for many member dealers, it is written more for the general public than for people already in the business. And even for those not interested in an auto sales career, it offers an insider's view to many dealer sales tactics, which could prove valuable to any shopper. If there's a major fault, it's that most procedures outlined in the book would only work well on uninformed buyers who need to be sold, and don't go far enough in unraveling the people who know exactly what they want and what they should expect to pay for it. The good news here is that well-seasoned customers can learn to dig even deeper for that rock-bottom deal.

Autoweek Magazine