Pat Helmers – Find The Itch Before You Pitch

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This week's guest in the How To Sell More Cars town hall is Pat Helmers, host of the Sales Babble podcast and author of the Tao Te Ching of Sales. 

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How to sell more cars with better customer retention
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When I got my first sales job selling radio ads in Mississippi, my sales manager told me that I had two ears and only one mouth and that the good Lord intended for salespeople to use them in that same ratio. Pat comes around to the same idea. He likens the sales process to the martial arts where one can beat heavier, stronger opponents by using their own weight and strength against them. 

He says we can land more customers and generate more revenue by selling less and listening more letting the customers own words convince them. He offers up a strategy for moving our customers out of the rational "thinky" side of their brains and over into the emotional "feely" side where all real buying decisions are made. 

And finally, he tells salespeople to not get into such a big rush to start selling. Wait until the customer has given you an opening and given you the exact words you need to close the deal. 

Find the itch, before you pitch.

How to sell more cars book by terry lancaster on amazon

Connect with Pat Helmers


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Terry Lancaster Automotive News

Who the %@#! is Terry Lancaster?


I help car dealers and salespeople sell more cars, make more money, get more reviews, more referrals, and more repeat business by building deeper, stronger, more authentic relationships. I’ve worked with thousands of dealer principals, managers, and salespeople providing proven strategies for making the cash register ring.

Over the years, I've helped thousands of dealers sell millions of cars by putting the right words in the right order to tell the right story. How can I help you tell yours?

My #1 best selling books BETTER! & How To Sell More Cars have received glowing reviews from around the world thanking me for the actionable, life-changing ideas they present.

I’ve been featured in Automotive News & Forbes, spoken at the NADA national convention and from the TedX stage, and came in second place at my Eighth Grade debate championship.

Winner Winner. Chicken Dinner!

In my personal life, I've survived Cancer... twice. I've had a gun held to my head and a knife held to my throat. I've been inside a building that was hit by a tornado, onboard one boat that sank and two planes that I was sure were about to crash. 

I lived through three teenage daughters and I've been married over 35 years... in a row!

When I'm not battling for truth, justice and the American Way, I spend most of my free time, like every other middle-aged, overweight, native southerner, at the ice rink playing hockey.


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How to sell more cars book by terry lancaster on amazon
automotive sales training
Radio & television ads fro car dealers
How to sell more cars with better customer retention
direct mail for car dealers
sell more cars with better content