Can knowing it all really hurt your sales? THE KNOW IT ALL SLUMP!
Its happen's to everyone and could be happening to you now!
What are they doing wrong?
They sold five cars their first week in sales and now can't give a car away!
This includes Finance Mgrs and Sales Mgrs!
Replies to This Discussion
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Permalink Reply by Shereef on
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Manny
I still remember my second and worst month in the car business 25 years ago, and when I learned to keep the information gateway (My Mouth) closed when needed, and learned what a real objection was.......Things got much better....
The short answer is: Sales is a process......When you step off the road to the sale and stop the sales process, every time a non objection/question comes up to give the prospect all of the answers.... You lose.....The client has all of the answers, and then needs to think about it (Ever heard that before?)....The right way is to save all of these questions up, and use the important ones as closing questions after you have sold your product/service.....
When we were new, we didn't know the answers, so we just kept on selling :)
This is my short answer....A nice thick book could be written on this subject....looking forward to seeing more comments
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Permalink Reply by MANNY LUNA on
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You couldn't of said it any better Shereef, when a customer has an objection it might not be a major objection and that's when then the salesman could stumble in his sales process.I aways bypass it first and stay on the steps and if they bring it up again then I will repeat it to them and anwser the objection.
When your new were told to always tell the customer if there is any question they have that we dont know we can find out for them,well after 30 days the saleman knows it all allready and they just start spitting out anwsers,and don't stop! Thats where they blow it!
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Permalink Reply by Fran Taylor on
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Shereef brought me back when I started. I was lucky. The old t.o. or go method. I was smart enough to listen and was salesman of the month and kept going. Ended up selling 40 to 50 cars a month in less than two years. Now managers aren't firm as they were back then. We had training every day. We even had to know how to figure out a customers buying power . We had rules and we eighter did them or my managers would help us fix the problem. We had two weeks training, a week to learn product knowledge, and a week to take cars on a demo and look at what and how deals were worked. What a process. Sales people now days don't hardly get that kind of training. I don't think it's all the salesmans fault. I truely believe it takes a year of training to give a person a chance to make it big in sales. Maby thats why we call it rookie of the year. My managers really wanted us to make it.. The old my way or the hiway deal. We thought it was tough to work with people like this until we all started to make big money. The manager didn't have time to baby sit us. I believe because of no systems and lack of training dealers will always have to hire a special person who learns it on his own. I'am talking the average dealer here.
As a manager I was responsable to get every salesperson to 10 a month. When things were slow , we were training, doing walk arounds and helping them make phone calls. This seemed brutal to me at first but something I will never forget. This type of training makes it almost impossible to fail. Maby that is why we were the number one dealer in Mid Atlantic region. If they are good enough to hire then they should be good enough to train for a year. Both managers and sales people have to work together in order to make it big. Great question Manuel.
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Permalink Reply by Stephen Bracco on
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The good Lord gave us 2 ears and one mouth. This means we should listen twice as much as we talk.
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Permalink Reply by MANNY LUNA on
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THANK YOU FOR YOUR INPUT FRAN!
YOUR A TRUE DIE HARD CAR MAN!!!
HALL OF FAMER IN MY BOOK!
Fran Taylor said:Shereef brought me back when I started. I was lucky. The old t.o. or go method. I was smart enough to listen and was salesman of the month and kept going. Ended up selling 40 to 50 cars a month in less than two years. Now managers aren't firm as they were back then. We had training every day. We even had to know how to figure out a customers buying power . We had rules and we eighter did them or my managers would help us fix the problem. We had two weeks training, a week to learn product knowledge, and a week to take cars on a demo and look at what and how deals were worked. What a process. Sales people now days don't hardly get that kind of training. I don't think it's all the salesmans fault. I truely believe it takes a year of training to give a person a chance to make it big in sales. Maby thats why we call it rookie of the year. My managers really wanted us to make it.. The old my way or the hiway deal. We thought it was tough to work with people like this until we all started to make big money. The manager didn't have time to baby sit us. I believe because of no systems and lack of training dealers will always have to hire a special person who learns it on his own. I'am talking the average dealer here.
As a manager I was responsable to get every salesperson to 10 a month. When things were slow , we were training, doing walk arounds and helping them make phone calls. This seemed brutal to me at first but something I will never forget. This type of training makes it almost impossible to fail. Maby that is why we were the number one dealer in Mid Atlantic region. If they are good enough to hire then they should be good enough to train for a year. Both managers and sales people have to work together in order to make it big. Great question Manuel.
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