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Holding Gross: The Blueprint for Used Auto Sales and Back-End Profitability
Paperback
Publisher: Independently Published
Published: Apr 8 2026
Pages: 94
Weight: 0.30
Height: 0.19 Width: 6.00 Depth: 9.00
Language: English
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 clichés; 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.
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