Livro O Vendedor de Carros Bem Sucedido
Autor: Ari Lima | Publicado: 2012-06-09T12:12:00-07:00




 



A Presente obra aborda o conteúdo do seminário Marketing e Vendas para o Setor Automobilístico, que venho ministrando há oito anos, para milhares de vendedores de carros nas principais cidades brasileiras.




 

A base de nosso treinamento é a metodologia de trabalho do famoso vendedor de carros, Joe Girard, &nbsp;que constou durante doze anos no Livro Guinness de Recordes Mundiais como o maior vendedor de carros do mundo.&nbsp;


&nbsp;Considero esse texto um manual prático. Uma espécie de “como fazer” em vendas.


Segue abaixo o SUMÁRIO completo do livro e as primeiras páginas.
Caso deseje, poderá adquirir o livro no link abaixo:
 








  
SumárioIntroduçãoPrimeira parte&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Inteligência EmocionalCapítulo 1&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;A História de Joe GirardCapítulo 2&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Os três bobos profissionaisCapítulo 3&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Motivação e paixãoCapítulo 4&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;A Arte da NegociaçãoCapítulo 5&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Polar o Rei dos CamelôsSegunda Parte&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Conhecimento do mercadoCapítulo 6&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Conheça o mercadoCapítulo 7&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Conheça o produtoCapítulo 8&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Por que os clientes compramTerceira Parte&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Como captar clientesCapítulo 9&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Parcerias em vendasCapítulo 10&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;NetworkingCapítulo 11&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;O Poder do cartão de&nbsp;visitaCapítulo 12&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;CorrespondênciaCapítulo 13&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Redes sociais e internetCapítulo 14&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;“Segredos” de Joe GirardQuarta Parte&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Como conquistar clientesCapitulo 15&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Comunicação em VendasCapítulo 16&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Relacionamento interpessoalCapítulo 17&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Ideias Para Conquistar ClientesCapítulo 18&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Fidelizando clientesQuinta parte&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Técnicas de VendasCapítulo19&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;IntroduçãoCapítulo 20&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;O planejamentoCapítulo 21&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Argumentos diferentesCapítulo 22&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Clientes difíceisCapítulo 23&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Método A.I.D.ACapítulo 24&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Enfrentando ObjeçõesCapítulo 25&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Como Vender Para MulheresA Parábola do Velho LenhadorConclusão

COMPRAR LIVRO


Introdução

   O  
processo de vendas no setor automobilístico se tornou uma verdadeira guerra na disputa pelo mercado entre as agências, as concessionárias e os vendedores, que são os soldados desta disputa. Com o passar do tempo, a concorrência tem se tornado mais acirrada, exigindo métodos cada vez mais sofisticados na disputa pelo mercado, na batalha para conquistar clientes.
No famoso livro Marketing de Guerra, os autores Al Ries e Jack Trout, inspiraram suas ideias no general prussiano Carl Von Clausewitz, que escreveu o tratado sobre a guerra “Da Guerra” (Martins Fontes, 1996), e defendem que é preciso encarar esta guerra de marketing da mesma forma que um exército prepara-se para uma guerra de verdade. Esse livro desenvolve diversos conceitos de táticas e estratégias, direcionados às vendas do setor automobilístico.
A Presente obra aborda o conteúdo do seminário Marketing e Vendas para o Setor Automobilístico, que venho ministrando há oito anos, para milhares de vendedores de carros nas principais cidades brasileiras.A base de nosso treinamento é a metodologia de trabalho do famoso vendedor de carros, Joe Girard, autor do livro Como Vender Qualquer Coisa a Qualquer Um (Editora Record, 1978), que constou durante doze anos no Livro Guinness de Recordes Mundiais como o maior vendedor de carros do mundo. Ele nos dá um excelente exemplo de como táticas inovadoras de mercado, aliadas a uma estratégia bem planejada, podem resultar num grande desempenho em vendas. 
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Não há dúvida em afirmar que este é seguramente um dos melhores treinamentos em vendas para o setor automobilístico do Brasil da atualidade.
Quem trabalha no setor, como o prezado leitor deve concordar, sabe que para conquistar clientes e vencer a disputa com outros vendedores e outras empresas é preciso não apenas uma disposição guerreira, mas também um conjunto de táticas e estratégias para se diferenciar no mercado e persuadir o cliente num mercado tão cheio de alternativas.
Além disso, os clientes estão cada vez mais informados, por conta da facilidade de acesso aos dados sobre o setor, disponíveis na internet. 
A era do cliente “bobo” acabou, qualquer pessoa hoje consegue rapidamente mapear o mercado e identificar uma grande variedade de opções para aquisição do melhor carro. O diferencial está cada vez mais vinculado a um atendimento profissional e com padrão de excelência.
O texto aborda as ferramentas utilizadas por esse grande vendedor de carros, adaptadas à realidade brasileira atual, bem como novas e modernas formas de captar, conquistar e manter um relacionamento duradouro com os clientes.
Além de técnicas de vendas e estratégias de marketing nosso treinamento tem um forte conteúdo motivacional. Acreditamos que desenvolver aspectos da inteligência emocional como comunicação, relacionamento, atitude, persistência e criatividade são essenciais na carreira de todo vendedor.
Além da metodologia de trabalho de Joe Girard, incorporo diversos outros conceitos de vendas que, além de atuais, são bastante úteis aos vendedores.
Conceitos como: atender clientes difíceis, superar objeções, atender o público feminino, técnicas de PNL - Programação Neurolinguistica aplicadas às vendas, inteligência emocional e outros conceitos e técnicas fazem parte do programa de nosso treinamento e do presente livro.
Defendo neste texto, e em nossos cursos, a seguinte premissa: venda não é um processo que ocorre por acaso; na verdade, é o resultado previsível de um conjunto de ações, que quando aplicadas de maneira correta e dentro de um plano de marketing, geram continuamente novos negócios, atendendo necessidades e expectativas dos clientes fornecedores.
Considero esse texto um manual prático. Uma espécie de “como fazer” em vendas. 
Também busquei uma forma mais leve, didática e descontraída de apresentar o conteúdo, porque entendo que o processo de transmitir conhecimento, quando é feito dessa forma, facilita as coisas para quem está recebendo, além de se tornar algo agradável.
Essa foi nossa intenção, e espero sinceramente ter alcançado o objetivo. Desejo a vocês uma boa leitura e um bom aproveitamento.