Just Sell Cars!
Please help me understand,
Correct me if I'm wrong but is this not a people business? The sooner we all realize that the salespeople are our number 1 asset the better off we will all be. After 20 years in management I can honestly say I would not want to spend 12 hours a day running the floor and chasing ups! I would be willing to bet most of you out there feel the same way. Would you really want to go back to humping the lot, chasing customers etc? We all need to think of this when we are looking down our noses at a salesperson who say's, "sorry boss I could not get that customer to get out of their car" etc. Remember they don't sell, they don't get paid either! Have some empathy, then coach and train! Ask questions before you judge.
This is the real world not you tube or some video or CD. Not all customers are sheep, some are like Burger King and will only do it their way!
We are all quick to give advice, quote the so called "SUPER TRAINERS," and then say, "well I would of done this or that" Or this one says do this do that, go watch a tape, go listen to this CD, etc,etc.
Not for nothing but, when was the last time any of these so-called SUPER TRAINERS sat their butts in a showroom, at a tower, or greeted more than 1 customer in a day. Most are out of touch and haven't ran a desk or sold a car in years. Yet, we pay them thousands of dollars a year and hang on every word they say like's it's the dam gospel!
90% of us on here know what needs to be done and how to do it. So why do we keep trying to re-invent the wheel with the latest system, or latest greatest desk system? There are 4 set's of figures for 85% of all car deals! Cash deals take out finance part!
1)Price
2)Trade allowance
3)Down Payment
4)Payment
So why do we need all the latest and greatest system out there?
Monkey see Monkey do!
They sell it to one, the rest will follow. It's dam crazy!
If dealers would wake up and hire quality managers and let them run the showroom, use a simple easy to follow sales process, and just sell cars, they could add 15% to their bottom lines instantly!
Instead they go to this seminar or that seminar, and some person tells them this is the latest and greatest thing, and what to they do. Sign some stupid contract for 2 or 3 years at some dumb figure per month and then they bitch when they have to pay it, or XYZ system does not work as planned. Next thing you know the manager is booted because XYZ consultant say's, your manger is not doing it right! I got a person for ya! Next thing you know manager is booted and the next HERO shows up!
Case in point:
How many dealers do we all know who signed up a few years ago for the latest and greatest website company? 5k a month for something 90% of the dealers could of done themselves. 2 to 5 year contracts at that! What happened to this company? As soon as enough dealers were signed and locked in it was sold off to a company that most of us have or are currently using their software. How well has that worked for the dealers who signed? I know of at least ten who regret the day they signed.
I am not saying that trainers are the evil of our business, but come on, we are the guys and gals on the front lines! Let's all use our brains and make this business out to what it is. We have a product the consumer wants and needs, It's our job to negotiate a fair and equitable deal for all parties. Let's stop complicating it and
JUST SELL CARS!
And yes I would go toe to toe with any of the SUPER TRAINERS out there for 30 days in any showroom they pick! Them on one desk me on another, or them closing and me closing, As would most of you!
Those who can do it,
Those who can't teach!
Most of us have all said this is not ROCKET SCIENCE, So why do we make it that way.
Replies to This Discussion
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Permalink Reply by Fran Taylor on
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Hello Tim. Great point my friend. Some how I knew you were a trainer before I finished your notes. I don't call myself a super trainer but have a few dealers that say that for me. Just for the record I take sales reps on a demo , do a walk around , Service walk with them , go outside prospecting , work deals at the desk and a lot more. I agree with you that this makes a world of difference. It's all about results . Best of luck.
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Permalink Reply by Richard Emmons on -
"Eye of the Tiger" Tim. Great passion!
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Permalink Reply by John Fuhrman on
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Tim,
It's all about credibility rather than reputation. "What you do speaks so loudly, I can't hear what you say." That's the poin that Fran is making and I agree. To me the top trainers are the guys getting their hands dirty by telling dealers to remember what works and give your people the incentive to do it. A true expert of martial arts will tell you that a real black belt has mastered the basics.
Powerful trainers know that getting in the trenches and showing the dealer is the best way to make the changes to get them back to basics. But, just like with cars, the buyer wants the newest, nicest, and slickest. Whether that's what they need or not, may be irrelavant. Slick sells to dealers. But the basics and good quality customer care produce the profits necessary to afford the new trainers.
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Permalink Reply by Bobby Compton on
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I love your passion my friend.
I couldn't agree with you more in respect to vendors locking dealers in long term contracts and inflating pricing compared to what other service providers outside of the automotive industry would charge.
As for being a Super Trainer, some are better trainers than doers, and some are better doers than trainers. I have an open mind and learn from all walks of life, the doers, trainers and all the above.
Keep it coming....
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Permalink Reply by Craig Bunkoske on
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Bravo, Tim! I always tell the salesmen at our dealership when I worked at a major bank. The managers would have to PASS a management training class before being promoted. We had an officer who was the most intelligent person at the bank but he was not a people person. He failed the class two times and was told if he did not pass it the third time around, he would be let go. He barely passed it the third time but his attitude toward his coworkers and employees change dramatically. He learned that the employees are the number one assets to any company and treat others as equals. I believe all managers should have to take a management class before they are truly considered a manager. If you are not a people person, you are not a true manager. Keep these posts coming, Tim. You are spot on in your thinking. Thanks!
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Permalink Reply by NANCY SIMMONS on
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Best quote I ever heard in the dealership world..."Nothing happens 'til you sell a car." (meaning there will be no back end, no service, no office help needed, no body shop, no parts dept.. etc..). This theme, for me, has always put the sales person's purpose at the highest level of respect in the dealership...Yes they win some they lose some...They have a bad day sometimes too! It is a law of averages....BUT....Here comes my Big But...(not that kind)..They need the proper tools, just like a good mechanic does, to do their job effectively, and this lies in training. Whether it is in house training or outside training, it must be looked upon as a process and not an event. Some level of training should occur daily! The problem with in house training is that most managers have been awarded all kinds of other responsibilites in the dealership and just don't have time! You see a GSM hiring/firing, writing creative ads, ordering vehicles, monitoring the website, maintaining the CRM tools, going to the auction, and much much more...Where is there time to train their staff????
As a past Comptroller, I am not a fan of long term contractual agreements...steer away from them! If a trainer is confident in his service and the results he will provide, long term is not on his/her agenda...He will be confident you will want more!!!!
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