I can't listen to audio. Why is it interesting?
It discusses the life of a a Chrysler/Dodge/Jeep new and used sales shop through shadowed interviews of almost the entire staff. It discusses the lives and approach to work of the sales managers and many of the sales people, as well as the struggles and realities of how much a dealership actually makes, the pressures from the manufacturers, and how hard they work to both provide a fair price to customers and a life for their families.
Next time I have a call with a purchasing officer for the County of Springfield (not actually my last call) I'm going to say "Remember, Patrick, nobody ever sent an email to the CEO of an appointment reminder company just because they were feeling lonely and wanted someone to talk to."
Damn, here I was getting ready to put balloons all over my web site.
Yet another reason why physically going to a dealership seriously weakens your negotiation position as a buyer. Mail, phone or fax multiple dealerships and do not enter one before getting a good offer.
The reason this works is because the salesman has a "sunk cost" in dealing with you for the last half hour and is reluctant to let that time be wasted by refusing a sale.
Selling your own software is mostly a distance selling arrangement with little or no agents. So, for example, you can't easily let the customer think they've negotiated a great deal and then get your manager to turn the deal down and counter-offer yourself. You'd look pretty stupid. Also, you probably won't set yourself ridiculous targets which are driven by the desire to smooth out the supply side and grow the business. Software doesn't work that way.
Selling software face-to-face might be a lot similar. But that might be the same as just plain old selling.