Suggested Reading For Automotive Sales Managers

I have taken lessons from each of the following books to use in my role as a Sales Manager.  Some have given me a perspective on life that helps me see things differently from a personal point of view while others contain sound business, sales or management lessons that have helped me become a better manager.  Some overlap and have helped me grow in both arenas of life.

You’ll find that some of these books are specifically written for the automotive market, while others are broader and cover sales, management, networking, entrepreneurship, and personal growth.

Your mileage may vary.

A Dealers Guide To Recovery And Growth In Today’s Market
Author: Joe Verde
Customer Satisfaction is Worthless Customer Loyalty is Priceless
Author: Jeffrey Gitomer
E-Myth Mastery: The Seven Essential Disciplines for Building a World-Class Company
Author: Michael E. Gerber
Fanatical Prospecting
Author: Jeb Blount
Good to Great: Why Some Companies Make the Leap…And Others Don’t
Author: Jim Collins
How To Sell A Car Today
Author: Joe Verde
Leadership and the One Minute Manager
Author: Ken Blanchard
Little Black Book of Connections
Author: Jeffrey Gitomer
Little Red Book of Selling
Author: Jeffrey Gitomer
Me, Inc.: Build an Army of One, Unleash Your Inner Rock God, Win in Life and Business
Author: Gene Simmons
Men Are from Mars, Women Are from Venus: Practical Guide for Improving Communication
Author: John Gray
Never Split the Difference: Negotiating As If Your Life Depended On It
Authors: Chris Voss with Tahl Raz
Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants
Author: Paul Cherry
Rich Dad Poor Dad: What the Rich Teach Their Kids About Money That the Poor and Middle Class Do Not!
Author: Robert T. Kiyosaki
Selling To Vito
Author:  Anthony Parinello

Sell or Be Sold: How to Get Your Way in Business and in Life
Author: Grant Cardone

Start with Why: How Great Leaders Inspire Everyone to Take Action
Author: Simon Sinek

The 5 Languages of Appreciation in the Workplace: Empowering Organizations by Encouraging People
Author: Gary Chapman

 The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change
Author: Stephen R. Covey

The Definitive Book of Body Language: The Hidden Meaning Behind People’s Gestures and Expressions
Authors: Allan & Barbara Pease

The Dip
Author: Seth Godin

The Four Agreements: A Practical Guide to Personal Freedom (A Toltec Wisdom Book)
Author: don Miguel Ruiz

The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone
Author: Matthew Owen Pollard

Whale Done
Authors: Ken Blanchard, Thad Lacinak, Jim Ballard, And Chuck Tompkins

Who Moved My Cheese?
Author: Spencer Johnson

Wild at Heart: Discovering the Secret of a Man’s Soul
Author: John Eldredge

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The Order Taker, The Presenter & The Closer

There are three types of salespeople in the auto industry.
The Order Taker
The Presenter
The Closer
Each is important, and most organizations have all three working in different departments throughout the business. While the definition of each may be somewhat self-explanatory, it may be helpful to examine each one a little more closely and how learning to be a closer can help you sell fewer dealer-trades and more inventory vehicles.

Can You Ever Know Enough Closes?

n sales of any kind, you will go through a period where everything you do works well and then another period where you feel like you’ve lost the magic.

That’s why it’s essential to be a student of sales and have more than one or two closes in your pocket. Here are a few to store away in your memory.

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