Some information
Hello everyone, my name is Thomas Ehrlich and I am a recent college grad looking to enter the great automotive sales industry. I was wondering if someone could tell me what to expect during the interview process or what to expect while on the job?
I'm a highly motived, team oriented type of person who hates losing and I love to excel at the tasks I do.
Is this a job that people enjoy doing?
Does the sales end of the job get frustrating?
I'm excited to hear some of your answers and any help will be greatly appreciated.
I'm a highly motived, team oriented type of person who hates losing and I love to excel at the tasks I do.
Is this a job that people enjoy doing?
Does the sales end of the job get frustrating?
I'm excited to hear some of your answers and any help will be greatly appreciated.
Replies to This Discussion
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Permalink Reply by Rob Hagen on -
Thomas, look at it as if you were starting your own business but with the luxury of having all your upfront expenses taken care of for you. Take care of your customers during and after the sale and you will create customers for life. Create your own mission statement on how you will conduct your business. Do something extra for your customers. In todays society, we are not impressed with someone just doing their job, people want to be wowed!
Here is lesson number 1: Customer are shopping for a salesman. They can buy that new car or truck anywhere but a salesman is the one that makes the difference.
Lesson 2: Don't ever be afraid to say "I don't know the answer to that but I will find out for you". It builds more trust that trying to give a customer a BS answer. Customers ask questions sometimes not to get an answer but because they feel like they need to so that they feel in control. If the question never comes up again, it wasn't really an objection.
The road to a sale is a series of objections. Overcome the last one and you have a sale.
The first thing that you need to realize when entering this business is every customer you meet will not like you or trust you. It is your job to change that. That is a hard reality for a lot of greenpeas.
Last tip is wear cheap ties your first few days on the job because it is a tradition to cut your tie when a salesman sells his first car.
Good selling!
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Permalink Reply by Chris Tilley on
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Thomas,
You have to be able deal with the disappointment of not making a sale. You have to motivate yourself and stay POSITIVE. Staying positive and believing in yourself is huge. Stay away from the negative people. Finally, follow what you are taught in sales training, don't try to outsmart it or think you are smarter than the process. IT WORKS. I have seen so many new salespeople come out of training, hit the ball out of the park the first month, start to try and become more efficient with their sales process, their sales drop off a bit, but not really a noticeable amount, so they keep trying to become more efficient by cutting out the "unnecessary" parts of the sales process you will learn in training. Next thing you know, a few months later, you are selling half the units (if you're lucky) of what you sold during your first month. Good luck to you, the car business can be a lot of fun.
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Permalink Reply by Robert Cummins on
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Hi Thomas, only time will tell if Automotive Sales will work for you but I can tell you that I started my Automotive carier in 1988 and I love it. I have worked every area of a dealership and can say that the sales end of it is where I enjoy working the most not to mention it can make you the most money. So I leave you with this thought if you like making money and enjoy helping people then this is for you just rember its not the Automotive bussiness its the People bussiness..
Robert Cummins
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Permalink Reply by Wendi Venable on
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Research the stores you are interested in working for BEFORE you contact them to apply for a job- best possible way to do this?
Phone shop them
Internet shop them
Mystery shop them with someone else under that someones information- brief visit is all that you need
You will find out what the inner goings on of the store is- and ultimately what the employment experience will most likely be like.
When and if you do make contact with the store as a possible employer ask them about their "philosophy" as it relates to training, ongoing training/support, management/development process, tenure of current sales professionals, customer satisfaction indexes (CSI), % of repeat and referral business. This information will tell you whether they train, support and consistently manage/develop people or if it is an every man for him or herself store....sink or swim. (which you will find unfortunately more often than not)
Repeat and referral business % will tell you if they are solid as it relates to customers being satisfied and therefore coming back, and referring others- HUGE indicator of a stores "culture".
It will take some "finesse" to ask these questions and still look like a humble applicant- but if you have what it takes to "Sell" anything than you have the core personality competencies to get this information without creating defensiveness in the interviewer which quite often will be your manager.
I recently contacted a store as a Internet Director position applicant. I first called the number as advertised and was transferred to the GM. Mark. Mark was was curt, put out and very very short. Seemed to be "pissed" off that someone was answering his employment ad. I asked if the position was still available . He said , "Yep, and I am too too busy to talk to you about ANYTHING today let alone the opening- why dont you drop off your resume and i will get back to you"
I responded by pressing him for a time to see him specifically since he was the guy doing the hiring. "C'mon in Monday at 3:30 and ask for me" he shouted.
That I did. 3:30 that Monday I walked in the front door and passed a man barking orders to not an employee but a CUSTOMER! The man barking the orders was telling the customer that he didnt care what the sales person told him when he took delivery- these were the floor mats that came with the vehicle and if he wanted the others he would have to write a check for $300! The customer was ticked off and you could see the exchange was not a productive positive one. This was all taking place at the front door of the dealership! I was aghast at the scenario.
I proceeded to the "tower" (hate the tower system- too antiquated and offensive to visitors) and asked for "MARK"...they pointed behind me towards the "dealership employee" who was snarling with the customer.
I turned back towards this "GM" and when he released his pit bull like metaphorical grip of his customer he turned and walked towards me.I extended my hand to introduce myself and he halfheartedly extended his and squealed, "I have no time to meet with you! You will have to come back or better yet call me later or tomorrow- oh and leave me your information"...........................Now why would ANYONE in their right mind want to entertain the idea of voluntarily spending 8-10 hours a day of their lives working in this environment?\
Every employee in a dealership is an ambassador for the dealer principals store- but there is an ever higher expectation for a GM- he represents the mission and the culture of the business- most importantly he is the head of the snake- and you know what they say about that-
I will call the dealer principal who asked me to "shop" his store as a potential employee and I will without reservation direct him to this post.
Kind of answers the dealers question to me "Why can't I attract professional, qualified, producing sales people?".....
The answer? YOUR PEOPLE
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Permalink Reply by Ryan Mills on
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Well put!!!
Wendi Venable said:Research the stores you are interested in working for BEFORE you contact them to apply for a job- best possible way to do this?
Phone shop them
Internet shop them
Mystery shop them with someone else under that someones information- brief visit is all that you need
You will find out what the inner goings on of the store is- and ultimately what the employment experience will most likely be like.
When and if you do make contact with the store as a possible employer ask them about their "philosophy" as it relates to training, ongoing training/support, management/development process, tenure of current sales professionals, customer satisfaction indexes (CSI), % of repeat and referral business. This information will tell you whether they train, support and consistently manage/develop people or if it is an every man for him or herself store....sink or swim. (which you will find unfortunately more often than not)
Repeat and referral business % will tell you if they are solid as it relates to customers being satisfied and therefore coming back, and referring others- HUGE indicator of a stores "culture".
It will take some "finesse" to ask these questions and still look like a humble applicant- but if you have what it takes to "Sell" anything than you have the core personality competencies to get this information without creating defensiveness in the interviewer which quite often will be your manager.
I recently contacted a store as a Internet Director position applicant. I first called the number as advertised and was transferred to the GM. Mark. Mark was was curt, put out and very very short. Seemed to be "pissed" off that someone was answering his employment ad. I asked if the position was still available . He said , "Yep, and I am too too busy to talk to you about ANYTHING today let alone the opening- why dont you drop off your resume and i will get back to you"
I responded by pressing him for a time to see him specifically since he was the guy doing the hiring. "C'mon in Monday at 3:30 and ask for me" he shouted.
That I did. 3:30 that Monday I walked in the front door and passed a man barking orders to not an employee but a CUSTOMER! The man barking the orders was telling the customer that he didnt care what the sales person told him when he took delivery- these were the floor mats that came with the vehicle and if he wanted the others he would have to write a check for $300! The customer was ticked off and you could see the exchange was not a productive positive one. This was all taking place at the front door of the dealership! I was aghast at the scenario.
I proceeded to the "tower" (hate the tower system- too antiquated and offensive to visitors) and asked for "MARK"...they pointed behind me towards the "dealership employee" who was snarling with the customer.
I turned back towards this "GM" and when he released his pit bull like metaphorical grip of his customer he turned and walked towards me.I extended my hand to introduce myself and he halfheartedly extended his and squealed, "I have no time to meet with you! You will have to come back or better yet call me later or tomorrow- oh and leave me your information"...........................Now why would ANYONE in their right mind want to entertain the idea of voluntarily spending 8-10 hours a day of their lives working in this environment?\
Every employee in a dealership is an ambassador for the dealer principals store- but there is an ever higher expectation for a GM- he represents the mission and the culture of the business- most importantly he is the head of the snake- and you know what they say about that-
I will call the dealer principal who asked me to "shop" his store as a potential employee and I will without reservation direct him to this post.
Kind of answers the dealers question to me "Why can't I attract professional, qualified, producing sales people?".....
The answer? YOUR PEOPLE
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Permalink Reply by Sandy P. Cerami on
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Thomas, you came to the right forum for certain. The replies to date have been sincere and generous, and there is more to come!
To begin, a career in the retail auto sector is a GREAT choice. There exists no other career with the income potential, upward mobility, and portability quite the equal to retail auto sales. In terms of finding the right dealership for you, shopping them first as a "mystery shopper" is a brilliant suggestion from Wendi.
We run seminars for new Sales Professionals regularly at Applied Selling Dynamics, LLC, and we formally review each participant's"mystery shopper" experience during class. It is invaluable and insightful to put it mildly, but in your case, it will be the litmus test to help you decide on a place to start your career.
Regarding the proper preparation, I will first disclaim that I am not soliciting your enrollment!! LOL!! However, the proper process and skills training coupled with a commitment, personally, to invest your time studying your product, as if you were studying for your Masters Degree (Credit to The Master, James A. Ziegler!) is essential. Nothing in an any career comes easy, so their is no substitute for the time you will need to invest in yourself and your future. I would be happy to discuss our IMPACT Selling Process with you offline anytime, as I would surely be paralyzed by writer's cramp by attempting to provide in this forum. You can reach out to me to set that up when and if you would like to at any time.
Best wishes for success. Focus on your goals, and remember this little note...Successful people do not enjoy the difficult times and hard work anymore than failures...They simply focus on their goals, work, persevere and ultimately...SUCCEED! Go for it...
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Permalink Reply by Orest D Serwylo on
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This is an article that I have copied that underpins the "Brand Salesman" program;
****************************
I will share with you a true story about selling cars. It is not my story, but it was shared with me in my second year of selling cars. I came across it when "selling cars" was my job, not my career. In hindsight, I know that I wasted a lot of time and energy thinking like that; because it is impossible to get professional results with out the heart-set, mindset, and habits of a professional. Now - Are you ready for the good news? Here it is: With the right heart-set and mindset, you will form the right habits; and with this, it is impossible to get anything but professional results. My advice is this: Read this story as many times as you need to, until it spawns you into action - It is the winnowing fork that separates the wheat from the chaff:
WHO:
Joe Girard, Guinness Book of World Records Holder for Best Salesman.
WHAT:
Cars & Trucks
(No Fleet Sales, he sold them One by One.)
WHERE:
Merollis Chevrolet, in Eastpointe Michigan.
WHEN:
~ 1963 - 267 Cars and Trucks (22 Per Month Average, 1st Year of Career.)
~ 1964 - 307 Cars and Trucks (26 Per Month Average)
~ 1965 - 343 Cars and Trucks (29 Per Month Average)
*NOTE: Became "By Appointment Only" after 3rd Year in his Career.
~ 1966 - 614 Cars (51 Per Month Average)
~ 1967 - 667 Cars (56 Per Month Average)
~ 1968 - 708 Cars (59 Per Month Average)
~ 1969 - 764 Cars (64 Per Month Average)
~ 1970 - 843 cars (70 Per Month Average)
~ 1971 - 980 cars (82 Per Month Average)
~ 1972 - 1208 cars (101 Per Month Average)
~ 1973 - 1425 cars (Record Year 119 Per Month Average)
~ 1974 - 1376 cars (115 Per Month Average)
~ 1975 - 1360 cars (113 Per Month Average)
~ 1976 - Over 1200 cars (100+ Per Month Average)
~ 1977 - Over 1200 cars (100+ Per Month Average)
Think about it: One man outsold 95% of the dealerships in the entire nation for over a decade straight. He Sold 13,001 cars in a 15 year career; Averaging over 50 cars per month for 12 straight years, and over 100 per month for 6 years! In 2001, he became the only salesperson to be inducted into the Automotive Hall of Fame; hailed for selling more cars than anyone else in the world.
HOW:
In his words, "I treated my clients like they were gold" and "You wouldn't believe how good I treated my customers". He also did the one thing that really separated him from all other salespeople: He took care of his contacts for life. Please notice that I said "contacts" not "customers": Everybody got the same great service for life from Joe.
(Now, do me and yourself a huge favour, and forget everything else for just a moment; so that you can really grasp the reality and magnitude of this. It took me a few times to understand it, but I can now say with authority: It is the most valuable lesson you can learn in sales - Tried and true by the best.)
He realized the true secret to having an overflowing abundance of repeat and referral clientele is to give everybody he came in contact with the one kind of service that people are sure to remember and talk about: The Best. He sent every one of his contacts a greeting card in the mail, every month; for life. That means that if you had shaken hands with Joe Girard on his car lot in 1963... whether you bought a car from him or not - two years later; you would have received a "hug" from him in the mail 24 times since then; and by 5 years later - 60 times. Please notice that he used greeting cards - not email blasts, not newsletters, not incessant phone calls, and certainly not junk mail about a "Big Sale" or Promotion. It was about them, not him. We all know the difference, because most of us have received them at one time or another. Seriously, when was the last time you received an email blast or a newsletter that gave you a warm fuzzy? Greeting cards are cherished, shared, and remembered; the others are deleted, trashed, and forgotten. Greeting cards strengthen relationships; the others hinder them, and can actually do the opposite of what you want - push people away.
WHY:
He sowed the seeds of "I care enough about you to remember you, and I am here to help you. In time, I will prove to you that I want to do business with you; and that no one will treat you better."
Any guess what he reaped at harvest time? Yes, a line of clients saying "I care enough about you to remember you, and I am here to help you. In time, I will prove to you that I want to do business with you; and that no one will treat you better." Take note: his follow-up demonstrated his level of service, and his results demonstrated their level of loyalty.
If you are anything like me, you have done business with many salespeople in your life. There may have been some that you met that, for one reason or another, you didn't do business with. Now here's my question: Did you receive a card from any of them last month? What about the month before that? Now, one step further: Did you receive a card last month from somebody who you didn't do business with? Most people will answer "No" to all of these questions; but think about it: Everybody who met Joe Girard would have answered with a resounding "YES"! Say what you will, but you just heard his story again, and he quit selling cars over 30 years ago... and nobody has touched the records he set.
***************************
It took me just over four years to implement a card-sending system for myself. I had tried writing them by hand, and quickly became overwhelmed by the workload. By chance, I stumbled across a system that allows me to send real greeting cards to my clients in the mail for about $1.50 a piece, using my computer. Even better, with it, I could send multiple handwritten cards to all of my contacts in the same time it takes to send one: saving time, money, and energy. I was blown away - literally jumping with joy on the inside when I saw it for the first time, because I knew what it meant for the level of service I could now deliver to my clients; and ultimately the impact it would have on my career. Now, I use it for my day-to-day immediate follow-up, and for my client's monthly long term care. It makes follow-up easy and effective. The best part is this: Once you learn how to use it, it is easy to show others how. I discovered a way to harness technology to implement Joe Girard's priceless principle: A way to make his story a part of my reality.
Welcome to the greatest industry on the planet.
-
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Interviews will vary from Store to store and from brand to brand and from Manager to Manager. You should expect a widre range of topics from "What would you do in a specific situation" to "What are your hobbies" to "Who was your biggest influence in life and why" to "Why do you want to be in the Car Business" to "Psycological Questionaires." Just be yourself and answer honestly. Give them an example of what you bring to the workplace and why a past experience could help you excel in this profession. Stay away from the fact that you are a "People person." That is generic. Don't tell them things you know are routine and are just what they want to hear. Ask questions and dress and be professional at all times. Watch your language. Good luck and sell some cars!
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Permalink Reply by Tobias Sedillos on
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Orest, thank you for sharing a portion of my article "Copying Somebody Isn't Cheating, It's Smart." with Thomas - I have included it below in it's entirety. I am glad you are using it for yourself - but please don't change my words or not give credit to the original author - as you can see, it is registered and Copyrighted:
Type of Work: Text
Registration Number / Date: TX0007080938 / 2009-04-16
Application Title: Memo: "Copying" Somebody is Not Cheating: It’s Smart.
Title: Memo: "Copying" Somebody is Not Cheating: It’s Smart.
Description: Electronic file (eService)
Copyright Claimant: Tobias Sedillos, 1975- . Address: 1264 Trout Creek Circle, Longmont, CO, 80501.
Here are two short articles on this very subject, and I think you'll find them helpful:
The Power in 3:
http://docs.google.com/Doc?docid=0Ab4EMd3pF-H6ZGdtd3Zuem1fMTY4c2M0a...
and
"Copying" Somebody is Not Cheating: It's Smart.
http://docs.google.com/Doc?docid=0Ab4EMd3pF-H6ZGdtd3Zuem1fMTMxYzZkY...
Thanks, & Best to you -
Tobias Sedillos
Orest D Serwylo said:This is an article that I have copied that underpins the "Brand Salesman" program;
****************************
I will share with you a true story about selling cars. It is not my story, but it was shared with me in my second year of selling cars. I came across it when "selling cars" was my job, not my career. In hindsight, I know that I wasted a lot of time and energy thinking like that; because it is impossible to get professional results with out the heart-set, mindset, and habits of a professional. Now - Are you ready for the good news? Here it is: With the right heart-set and mindset, you will form the right habits; and with this, it is impossible to get anything but professional results. My advice is this: Read this story as many times as you need to, until it spawns you into action - It is the winnowing fork that separates the wheat from the chaff:
WHO:
Joe Girard, Guinness Book of World Records Holder for Best Salesman.
WHAT:
Cars & Trucks
(No Fleet Sales, he sold them One by One.)
WHERE:
Merollis Chevrolet, in Eastpointe Michigan.
WHEN:
~ 1963 - 267 Cars and Trucks (22 Per Month Average, 1st Year of Career.)
~ 1964 - 307 Cars and Trucks (26 Per Month Average)
~ 1965 - 343 Cars and Trucks (29 Per Month Average)
*NOTE: Became "By Appointment Only" after 3rd Year in his Career.
~ 1966 - 614 Cars (51 Per Month Average)
~ 1967 - 667 Cars (56 Per Month Average)
~ 1968 - 708 Cars (59 Per Month Average)
~ 1969 - 764 Cars (64 Per Month Average)
~ 1970 - 843 cars (70 Per Month Average)
~ 1971 - 980 cars (82 Per Month Average)
~ 1972 - 1208 cars (101 Per Month Average)
~ 1973 - 1425 cars (Record Year 119 Per Month Average)
~ 1974 - 1376 cars (115 Per Month Average)
~ 1975 - 1360 cars (113 Per Month Average)
~ 1976 - Over 1200 cars (100+ Per Month Average)
~ 1977 - Over 1200 cars (100+ Per Month Average)
Think about it: One man outsold 95% of the dealerships in the entire nation for over a decade straight. He Sold 13,001 cars in a 15 year career; Averaging over 50 cars per month for 12 straight years, and over 100 per month for 6 years! In 2001, he became the only salesperson to be inducted into the Automotive Hall of Fame; hailed for selling more cars than anyone else in the world.
HOW:
In his words, "I treated my clients like they were gold" and "You wouldn't believe how good I treated my customers". He also did the one thing that really separated him from all other salespeople: He took care of his contacts for life. Please notice that I said "contacts" not "customers": Everybody got the same great service for life from Joe.
(Now, do me and yourself a huge favour, and forget everything else for just a moment; so that you can really grasp the reality and magnitude of this. It took me a few times to understand it, but I can now say with authority: It is the most valuable lesson you can learn in sales - Tried and true by the best.)
He realized the true secret to having an overflowing abundance of repeat and referral clientele is to give everybody he came in contact with the one kind of service that people are sure to remember and talk about: The Best. He sent every one of his contacts a greeting card in the mail, every month; for life. That means that if you had shaken hands with Joe Girard on his car lot in 1963... whether you bought a car from him or not - two years later; you would have received a "hug" from him in the mail 24 times since then; and by 5 years later - 60 times. Please notice that he used greeting cards - not email blasts, not newsletters, not incessant phone calls, and certainly not junk mail about a "Big Sale" or Promotion. It was about them, not him. We all know the difference, because most of us have received them at one time or another. Seriously, when was the last time you received an email blast or a newsletter that gave you a warm fuzzy? Greeting cards are cherished, shared, and remembered; the others are deleted, trashed, and forgotten. Greeting cards strengthen relationships; the others hinder them, and can actually do the opposite of what you want - push people away.
WHY:
He sowed the seeds of "I care enough about you to remember you, and I am here to help you. In time, I will prove to you that I want to do business with you; and that no one will treat you better."
Any guess what he reaped at harvest time? Yes, a line of clients saying "I care enough about you to remember you, and I am here to help you. In time, I will prove to you that I want to do business with you; and that no one will treat you better." Take note: his follow-up demonstrated his level of service, and his results demonstrated their level of loyalty.
If you are anything like me, you have done business with many salespeople in your life. There may have been some that you met that, for one reason or another, you didn't do business with. Now here's my question: Did you receive a card from any of them last month? What about the month before that? Now, one step further: Did you receive a card last month from somebody who you didn't do business with? Most people will answer "No" to all of these questions; but think about it: Everybody who met Joe Girard would have answered with a resounding "YES"! Say what you will, but you just heard his story again, and he quit selling cars over 30 years ago... and nobody has touched the records he set.
***************************
It took me just over four years to implement a card-sending system for myself. I had tried writing them by hand, and quickly became overwhelmed by the workload. By chance, I stumbled across a system that allows me to send real greeting cards to my clients in the mail for about $1 a piece, using my computer. Even better, with it, I could send multiple handwritten cards to all of my contacts in the same time it takes to send one: saving time, money, and energy. I was blown away - literally jumping with joy on the inside when I saw it for the first time, because I knew what it meant for the level of service I could now deliver to my clients; and ultimately the impact it would have on my career. Now, I use it for my day-to-day immediate follow-up, and for my client's monthly long term care. It makes follow-up easy and effective. The best part is this: Once you learn how to use it, it is easy to show others how. I discovered a way to harness technology to implement Joe Girard's priceless principle: A way to make his story a part of my reality.
Welcome to the greatest industry on the planet.
-
Permalink Reply by Matthew J. Cisneros on
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Thomas,
This profession is like no other, every day is an adventure, I have always loved the fact that it is indeed different every day. While we all have things that get done on a daily basis, each and every deal remains new, because every situation and customer is unique.
Does it get frustrating, yes and no. It is always frustrating to not close a sale, however if you can take some time to look at what you did throughout the sales process, that may have led to missing a sale, and learn from it then it may have been worth it.
This profession will give you exactly what you expect it to give you if you treat it like a true profession, not a job. Treat people fairly, and respectfully, and you can reap great rewards. Don't fall into the trap of expecting the dealership to bring the business to you. It is the true professional that goes out and brings their fare share of the business to the dealership. Learn to prospect my friend.
As far as what to expect in the interview, everyone is different. Be yourself, dress professionally, and look them in the eye. Hope this was helpful in some way. Good luck, and happy selling.
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Permalink Reply by Craig Lockerd on
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I was wondering if someone could tell me what to expect during the interview process or what to expect while on the job?
Interviews vary in nature and professionalism.....Listen, God gave us two ears one mouth, use accordingly
Direct eye contact...Windows of our soul
Be engaged,lean forward, but don't invade their space
Tell them exactly what you said here"I'm a highly motived, team oriented type of person who hates losing and I love to excel at the tasks I do."
Ask them what they would like to see happen next and when can you start!
Is this a job that people enjoy doing?
My father told me'"Car biz is to bad to get into and to good to get out of"....Been in for 37 years...been a blessing for me and my family.
Does the sales end of the job get frustrating?
Sure does, and if you are like you said a person that hates to lose it will be for sure....but that is what may make you great!
Best of luck and if you decide to go forward take a look at www.salesstud.com place where people we train go for help early on in their career
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Permalink Reply by Thomas M vincent on
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Hello Thomas..
I have been in the automobile business for 22 years... Its been great... First suggestion is read A Customer for Life by Carl Sewell.... 2nd read A Customer for Life by Carl Sewell..... Good Luck
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