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 yuri sheaffer on
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Well working for the Kelly group in the past, i can tell you to follow the process. This is most important,people sell one or 2 or even 3 cars then they forget about the process.. If they hired you , you must have a good personality so i take it people will like you which is also very important. The problem i think is we all like to sell 20 cars out of the block, that will come, but dont rush to get to next customer if you shortcut them or the process. What you want to do is find out there wants and need as a customer, match them with the right vehicle and build repore and follow that process,its a win for you and them. Now comes the best part follow up, follow up, follow up. When some one in there family wants a car only one name should come to mind yours! Picture this its a stormy day and you had one phone call to tell you they needed service.. everyone is moping around and your line rings.. Hi Karl its Mr. Jones you sold me and my wife a car 9 months ago we love it, by the way thank you for the lottery tickect in the thank you card we won $2.00 were coming in tomorrow to pick out a car for her mother...thats how you get to 20 and make a great living. Listen to Cris and your mangers they are there too help. Continue too educate yourself all the time... Did i say follow the process......... Good selling to you.
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Permalink Reply by Tobias Sedillos on
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Karl, these two short articles will give you the best advice I can give you - read them a few times - I am confident you will be successful. Sincerely, Tobias.
"Copying" Somebody is Not Cheating: It's Smart.
http://docs.google.com/Doc?docid=0Ab4EMd3pF-H6ZGdtd3Zuem1fMTMxYzZkY...
The Power in 3:
http://docs.google.com/Doc?docid=0Ab4EMd3pF-H6ZGdtd3Zuem1fMTY4c2M0a...
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Permalink Reply by Justin LeVrier on
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Invest $60 in Sell to Survive and the Closers Survival Guide and you'll get over 25 years of automotive sales expertise...
LINK: Sell to Survive
http://www.grantcardone.com/mm5/merchant.mvc?Screen=PROD&Store_...
LINK: Closers Survival Guide
http://www.grantcardone.com/mm5/merchant.mvc?Screen=PROD&Store_...
Happy Selling!
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Permalink Reply by Brad Newsome on
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Fist let me say that it's great to want to sell a lot of cars but the bottom line is success is determined by your YTD (Year to Date) income. Never pass on a deal though. The biggest key to Selling cars, whether it is new or used, is making sure you do the best job possible while you are "outside" on the lot with your customer. In other words, make sure you build rapport, investigate their needs/wants properly, demonstrate the vehicle in a manner that proves that the car meets their needs/wants, and ALWAYS test drive the customer. It is important that you do those things in order with EVERY customer without exception. The second most important thing is your attitude. Make sure that you AND your customer are always having fun. If you can get them to enjoy being with you, then you'll have fun being with them. That will help them drop their guard and that means you'll have a much easier time selling them a car and making more gross profit. The reason that doing an amazing job "outside" is so important is because customers have a "buying process" just like we have a "Selling Process". They need to Like you. Then they will Listen to you. 3rd they will Believe you. If they like, listen, and believe you - then they will Buy from you. Like, Listen, Believe, Buy. Your Selling process will take them through their process. Funny how that works huh? Most people hate buying a car but if it is fun then they will not hate it and they will pay you more for that. You could be the best Closer on the planet but if they won't Listen to you then they won't Believe your Closing pitch and they will not Buy. You always have Managers that will help you Close the Sale. So, make sure you get really good and gaining their trust and doing the best Walk Around Presentation & Demo of anyone in the Dealership. Everything else will fall into place. Remember - have fun, Follow up, and come to work to work. Have patience and make the customer justify their offer. One more tip - have them sign their offer and bring "glue" when you present it to the Sales Manager. Glue would be cash, check, or a credit card from the customer. Get them to sign their offer, ask them to give your their credit card as a sign of "good faith" meaning that they are serious about their offer. You'll be surprised how this will help get the Manager to do the deal also. If you are having trouble in some specific areas you can email me. Good luck and remember to have a Good Time.
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Prospect, prospect, prospect. Do not rely on the door to swing. Everytime you visit a restaurant or the doctor or the grocery store, introduce yourself, shake hands, greet warmly and leave them with your card. Always self promote. Work the phones, cold call, warm call...keep promoting. Learn your product, become an expert and they will seek you. Unfortunately, unless you work tirelessly, you will not get fast results. Look at it as your business, except you do not have all the overhead. How would you promote yourself and your business? To quote a very successful trainer, Go to work to work. Arrive early! Work the service drive. Stay late. Look for the last opportunity. Positive mental attitude! When you arrive at work, forget about what is happening away from work. Flip the switch. Stay away from the coffee clutches and the negativity found on all sales floors. There are those that poison your attitude. I worked with a great older gentleman, that could not outfox or out hustle me to the up. He would then take me to lunch and tell me how the dealership sucked and had been cheating him out of pay... He told me to watch my back and keep good records... I got so engrossed in record keeping and so negative about my work environment that i stayed at my desk and contemplated leaving a dealership that i really liked working at. I looked up, one day and realized that he was taking away my opportunities and selling all the cars. A good lesson! 93% attitude, 1 % skill and the rest luck! Good selling!!!
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Permalink Reply by Suzanne Lucas on
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Ask Questions about the customers needs before you take them to the vehicle. . When asking questions, be sure you ask the questions in such a way that the customer has to give you information.-No yes/no questions- example: What brings in the market for a new car? Why did you decide on a Toyota? What makes you say that? Why is that important? Use their answers as "you told me's" when you are presenting the products and during the close. Listen! Listen! Listen!
This shows the customer you care...about them! As Zig says: Customers don't care how much you know until they know how much you care!
Happy Selling!
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Permalink Reply by John Glanville on
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Hi Karl
I am a 30 year car guy from Australia. My first bit of advice is don't aim to be a 20 car guy, aim to be an "As many as I can possibly do " car guy. 20 is way too low, but it is an industry paradigm, just as $2500 gross per used car is. We talked that gross in 1982. We should be talking in % like every other business does. So my first advice is stop listening to the standards of your peers, as they are likely very wrong. If you make a commitment to be usefully occupied for the entire day you will sell more cars than most others almost by accident. it is a great Industry, as it is NEVER boring. So when you get frustrated, remember that is why it is great, otherwise go and be a postal worker (sorry to all those great mail men out there!) Have fun. John Glanville
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Earl, I have friends in the baby delivery business - they looked in the national birth records for me... and as far back as records have been kept, not once was there a mention that "Today a salesman was born." We live in the greatest country on earth where anyone can be anything. Sales skills are learned - not absorbed through some sort of secret government genetics program combining the DNA of Iron Man and Grant Cardone... though that's a great idea for Iron Man 3 "The Iron Sales Man," with Tony Stark and Grant Cardone!
Earl Brown said:WANT IT. FIND IT. HAVE IT. salesmen are born, not trained.
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of course salespeople are born. in most cases an extrovert is an extrovert and an introvert is an introvert from birth to death. The extroverts are salespeople, introverts are not. If you were talking about things like process and 'word tracks' etc, how to overcome objections of course those things are taught. But you cannot TEACH somebody to be a go-getter, you cannot teach somebody to be an extrovert and an extrovert is what it takes to be a truly successful salesperson in really most industries. In my experience anyways. You can teach an introvert enough word tracks to get by, but they will rarely find true success.
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Permalink Reply by Ian Woodward on
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Justin and Earl - you both have some validity to your viewpoints here.
Dealing with Earl first - salesmen are born, not trained. True to a point, you have to have that inner game going on that makes you want to be a sales person. With the correct application of basic selling skills, as Justin describes, it will make a below average salesman into a top 5% producer if they have the mental capacity to cope.
In my role as a Trainer and Development Manager I see an awful lot of rookies entering our wonderful industry thinking they have "the gift of the gab" so can sell. Well the smart ones amongst us know that selling is actually far more about listening than talking and these natural born salespeople need the guidance and direction of a strong manager.
If you have an individual that won't be taught because they believe they are always right - that person is going to go through an awful lot of jobs until one day they wake up and realise they are the problem, not all those managers they have worked for.
So, yes Earl, you need to have that inner drive, but Justin, you are also right, that if you take that correct attitude and teach them well, and they learn and apply, you will have a truly great top 5% producer!
Happy Selling one and all
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absolutely what I meant Ian thanks. introverts and extroverts. if you are not outgoing, friendly, sociable and have that inner drive to not shut your mouth until it's over...all you have is word tracks and processes and those will only get you so far
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Permalink Reply by Ben Misra on -
The goal should be $ 20,000 not 20 cars a month.
PROSPECT ...PROSPECT...PROSPECT
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