New in sales
Hi everyone, im new in auto sales, and I wanted to know if anyone can give me some pointers to become one of those 20 car guys.
Replies to This Discussion
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Permalink Reply by Vinnie Torrente on
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Listen to your customer, follow the the 7 steps to the sale. Have an understanding of your product features with benefits. Always smile ask for name phone email and the best time to reach your potential client. Never stop learning and soak everything you learn like a sponge. "stay away from negative people" ABC always be closing ABS always be selling. Build value in yourself and the store you represent...
Follow up every day if not every other !
GIVE 100%
No short-cuts
best of luck
VT
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Permalink Reply by Gene Daughtry Dealers411.net on
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Go to work to work. Do not hang around the other sales people especially those that are not working. Get names and numbers off everyone you come in contact with. That is your business. Keep in contact with everyone you come in contact with. Know what you have to sell. Keep notes on all contacts, what do they want, when are they buying, how are they buying. Understand features and benefits of your product. Be confident about what you are saying. Confidence in your words closes deals.
No matter how busy you are, make calls and send letters everyday!
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Permalink Reply by Karl Dampf on
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Thank you everybody. The advice is much appreaciated!
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Permalink Reply by James A. Ziegler on
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Karl, its not whether or not you sold 20 units...it's really about whether or not you provided a good living for your family. The quality of your life and your family's life. I know people who sell 20 units and make no money and are very proud of themselves and others who sell 15 cars and make a great living. JIM
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Permalink Reply by Mike Scott on
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Do not talk with any of the other guys on the sales floor unless they currently 20+ guys. If they are they won't have time to talk with you. My last year selling I sold 536 retail and commercial Ford vehicles then went into management. Many of the people I have taught are selling 20 to 50 per/month month in and month out. They do not sell fleet they focus on small to medium sized business and their employees.
Visit:
www.CommercialVehiclesManagementProgram.com
www.ScottSalesSystem.com
http://www.theprospectinggroup.com/Automotive_Sales.html
Good Luck
Mike
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Permalink Reply by Mitchell Brenner on
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There is no easy answer to this question. As a 28 year veteran in the Auto Business I know there are many variables to being successful. Call me tomorrow at 609 895 0600 and I'll be glad to talk to you about some of the important factors to live by and the ones to avoid!
Thanks,
Mitchell
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Permalink Reply by Justin LeVrier on
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I was talking to a manager nicknamed "the pitbull" from Vancouver earlier today and he told me this: "I recently hired vaccum salesman in my car dealership, he was making 1,800 a month going door to door... I immediately put him on a strict Grant Cardone training diet, and he's no kidding making over 17,000 a month now..."
I don't know if that's 20 cars a month, but it's not exactly pocket change... I'd say this Grant Cardone guy probably has a tool or two to help you get where you want to go...
www.grantcardone.com or www.salestrainingvt.com - Attachments:
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Permalink Reply by Chip Withrow on
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Sales is all about relationships - ask questions to learn about the customer, their life style, needs, and wants. By doing this you will accomplish 2 things. 1. You will establish trust with the customer and 2. you will control the conversation and uncover their needs.
Also, invest in a tie and jacket, I see you work at a Buick dealership and the "older" market you deal with will appreciate a business-like look.
Good luck!!
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Permalink Reply by Jason Scott on
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Stay green as LOOOOOOONG as possible. Don't act like you know everything after your first month in the business. "Dumb up" and do exactly what your manager tells you for the next 6 - 12 months and you will make $100k + in your first year. Best of luck...
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Permalink Reply by Andrew Perna on
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Be Honest with your customer. If you do not know the answer to something, tell them, gee I dont know that off the top of my head, let me find out for you. Be honest.
The key to success is follow up and follow through. Keep them informed and return their phone calls.
Let them know if they have any questions at all or a problem in the future to please call you and get you involved.
The key to success is not only the ups but the referalls.
Get some key info like their birthday and make sure to send a handwritten note on that day.
After the sales, hand write a thank you. it goes a long way.
Lastly, although theres a lot more, know your product. Instead of wasting the down time on facebook, do research and read forums.
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Permalink Reply by Mark Ragsdale on -
1. If someone says they "are just looking, give me your card, I have open heart surgery scheduled in the next ten minutes." Tell them "I will get you all the information you need to take home and discuss your options." Once it is time to present the figures, bring a manager over. He can close the deal since you left the customer with the impression you did not expect them to buy today.
2. Don't ask customers: "How much do you have down, how much do you expect for your trade-in, how much do you owe on your trade-in, how much do you want to spend per month, how is your credit rating?" Customers hate these questions because they don't understand why you are asking for such personal information. In response, they usually lie as a mechanism to protect themselves.
3. Do ask: "Did you buy your last car as new, used, or demonstrator, how much are you paying per month, how did you get your payments so low, when is your next payment due, who did you finance with, how were they to deal with?" Your manager should know how to pencil around the answers to these questions. If he does not, I will explain how to use them further. Just drop me a message back.
4. Get your manager to appraise the trade-in while you are showing the customer his next vehicle. It saves time.
5. Get everyone on paper that you can. Less than 50% of dealership guests ever get to this point due to lousy questions asked by Salespeople. But of those that do sit down for presentation of numbers, you are five times more likely to sell them a car.
Start with these five bullets and contact me after you have waited on five people. Take notes after each, so you can refer back to what is working or not. There are many more things required to double the national average in monthly sales. But there is no sense in having you drink from a fire-hose.
Good Luck,
Rags
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Permalink Reply by Rob Hagen on
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Realize this now and never forget it. Customers are shopping for a salesman! What sets you apart? Learn some unique qualities about your products so it sets you apart.
Buick has an older clientele and it is very important to slow down your presentation and listen. They don't play games and they get scared off by fast talkers.
Understand tone. The words you say have less of an effect as the way you say it. If you have a customer that talks fast, you need to talk fast. Adapt to your customer.
Find common ground. A good way to do this is by having a variety of magazines on your desk. your customer is sure to sit down and pick one up while they wait and now you have something to talk about.
Last, build your personal brand!
Thats a few things for you! Good luck!
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