“A Customers Dream a Salesman’s Heart: The Salesman who shared his love of cars with his customers” by Madeline Frank, Ph.D.

As a salesperson what is the most important thing you can do for your perspective customer? Listen to your prospective customer. What problem do they need to solve?

I’m going to tell you about the greatest salesman I know. His name is William “Bill” Carwile. What was so special about Bill? He had a burning passion about his products. He knew his products inside out because he took the time to prepare and study them. If he made you a promise he would keep it. His word was his bond.

You liked Bill Carwile as a trusted friend, and you believed him. As Jeffry Gitamer would say, “He was your trusted adviser.”

How did I meet Bill? For the third time in two weeks my 17 year old car decided to stop on the road going home from work. I had replaced the battery, the alternator, the regulator and a few more parts and I had had enough. Tidewater AAA Service had told me this was my last time to be towed and they would no longer help me. Three strikes and you are out!

Several of my friends and my father, Dr. Robert J. Frank, mentioned buying a car from Bill at the Chrysler/Plymouth dealer. They were all happy with their purchases and considered Bill Carwile their friend and trusted adviser. They liked, trusted, and respected him. My husband and I made an appointment with him for the next day.

Bill smiled at me and asked me what I was looking for in a new car? I told him I wanted something reliable that would be a good safe vehicle to drive in with my family and for traveling to and from work each day. We also told him the price we had in mind to pay for the new car. He showed us 2 or 3 vans , the safety features each had, the engine, the miles per gallon on the high way and roadways, and what the best deal he could give would be. We finally kept coming back to an oversized van, the Grand Voyager. I was not sure I could drive anything that large.

He asked if he could check out my license and insurance. I handed them to him to check them out. Bill then said to me “Try out the van for the weekend and see how you like it.” He handed me the keys. I drove the vehicle home that day. It was a comfortable vehicle and did not seem so large to drive and park. The next day I brought it back and purchased it from Bill Carwile. Over the years we bought many cars and vans from Bill and we also recommended him to all our friends and family members who bought cars from him. Bill has become a close friend over the years and we respected and trusted him as a trusted adviser for all our car needs. He always had a passion for cars and other vehicles and studied them.

As customers and friends we enjoyed buying our vehicles from Bill Carwile for four reasons.

1) We immediately liked him and trusted him and he always had a positive attitude.
2) Bill listened to what we wanted and needed in a car, truck , or van and then told us the benefits of each vehicle he thought we would like in our price range. He had the solution to our problem.
3) Bill had such a passion and knowledge of cars, trucks, and vans that he shared with his customers and friends. He knew everything about these vehicles and when he made a promise he would keep it!

William “Bill” Carwile passed away on September 8, 2011. His family , his friends, and his customers were blessed to have known such a wonderful caring person who shared his passion for automobiles with them all these years.


Madeline Frank, Ph.D. is an Amazon.com Best Selling Author, sought after speaker, business owner, teacher, researcher, and concert artist. She helps businesses and organizations "Tune Up their Businesses". Her innovative observations show you the blue prints necessary to improve and keep your businesses successful. She writes a monthly newsletter "Madeline's Monthly Article & Musical Tips" and a monthly radio show "Madeline's One Minute Musical Radio Show". She has just published her new book "Leadership On A Shoestring Budget". If you need a speaker contact Madeline at: mfrankviola@gmail.com